Sales Management

Managing Your Salesforce in the 21st Century – Tricky…

Bliss for the sales manager is when the sales force manages itself and exceeds its goals.

The other side of the coin is a sales force which needs to be run like an adult day care and produces only mediocre results.

Most companies are somewhere in-between.

And, some run on autopilot without direction…

Questions to Consider

• Do your sales managers have a predictable process for selecting salespeople?
• Does your company have an accurate forecasting process?
• Is your incentive system properly aligned with your business development goals?
• Do your sales managers have the entire sales team using the same selling system?
• How much time do your sales managers invest in one-on-one coaching?

4 Cornerstones of Successful Sales Management

Motivation

Know your individual salespeople so you can better know their individual motivators.

Tracking

Track behavior and the whys behind behavior.

Cold-calls, number of dials, presentations, gross margins, total revenue, etc., give you a history.

Soft skills (the why) are what really determines how they perform their roles in the field.

Accountability

Do you tolerate excuses from your sales team? Are they allowed to blame the competition, economy or your organization?

If you find problems, discuss them openly and offer solutions for corrective action.

Training

How do you invest your sales training dollars to maximize your ROI?

You first have to evaluate them to know who can and who will improve.

Incremental growth over time is the only proven way to effect change in your sales team.

Install a training program of ongoing reinforcement and you’ll see results.

7 Steps to a Self-Managing Sales Team

1 – Raise your expectations
2 – Have your sales team evaluated
3 – Implement personal goal setting aligned with each salesperson’s growth potential
4 – Work with your sales team to establish daily plans to reach their goals
5 – Hold your sales team accountable to planned behaviors
6 – Provide training to help them overcome their weaknesses and develop their strengths
7 – Provide daily coaching – pre-call strategizing and post-call debriefing

Our Process

STRUCTURE will align a proven sales management process to your business model.

We’ll review your selling model, hiring practices, forecasting systems, and incentive issues.

You’ll work together with us to implement a proper ratio of motivation, tracking, accountability, and training. And we’ll conduct private coaching sessions with your sales managers to support installing the four cornerstones.