Implement a High Performance Sales Model
Sales people must be held to standards, daily, weekly and monthly. Those managing are responsible for accountability, coaching, growth and motivating the sales people.
Unfortunately, very few companies have a crystal clear standard for the sales people they manage and seem surprised when sales people are unfocused and don't perform.
OUR MANAGEMENT METHODS
- Work with the sales and leadership team to establish clear goals, measures for those goals and timelines for achieving those goals.
- Our system of management requires each sales person to develop an individual sales plan that is reviewed and collaboratively revised by our sales manager, the sales person and the Sr. management team.
Focus To Grow Sales Managers spend time with each sales person daily, weekly and monthly in the field:
- Holding them accountable for reach goals set collaboratively
- Coaching them through deals to decrease sales cycle times
- Motivating them with a carrot or stick, depending on what they need
- Developing them so they become incrementally better month over month in regard to sales abilities
- Dismissing and finding suitable replacements if the sales professionals do not perform in a satisfactory fashion