Executing short term priorities for accelerated growth includes Coaching, Accountability and Motivation. Growth could also include Recruiting Superior Sales DNA. Increase the capabilities of the sales team so that they can consistently meet and exceed your strategic growth objectives. Strengthen both: Systems & Process and Sales Leadership competencies and effectiveness.
Are your sales managers effective in coaching, motivating and holding salespeople accountable?
Strategically focused sales coaching can increase a team’s performance by 28%. That’s a stunning number. Are your sales managers pulling the best out of each team member, so they can exceed their quota and your growth goals? Most sales managers are top sales people who have been promoted to sales managers and have little or no training on how to coach and mentor high performance. Leadership, management, and sales coaching raise the capabilities and output of the entire team.
Holding salespeople accountable is perhaps the most feared part of sales management, yet perhaps the most important part of meeting revenue goals. Clear, mutual expectations and timely feedback are a must for each salesperson’s required activity. Tracking the right metrics provides knowledge for coaching and with today’s technology automation should be leveraged to drive revenue whenever possible.
Motivation is about “fire in the belly.” Without it, salespeople languish and become status quo players that stall growth, not fuel growth. It’s about creating action plans where the salespeople’s personal and professional goals are aligned, so that they have a clear picture of where they are headed and how they are going to get there. It’s about tapping into the hopes, dreams and aspirations of each salesperson so they are able to perform at their best.
Compensation is another contributor to motivation. Does your compensation plan actually drive sales?
Your sales managers are key catalysts and drivers for exceeding quotas and setting the direction for growth. Danita provides what is necessary for your leaders to get sales back on the growth track. She’ll help set short term priorities for quick growth and long term initiatives to ensure a sustained winning sales culture.
The old ways of going after new business are losing their effectiveness. And it’s increasingly challenging as we are on-boarding Millennials to drive sales. How can millennials be empowered as the competitive edge for your business?
Danita delivers the best results for clients who are committed to growth.
We absolutely could not have fixed our sales issues ourselves. And in hindsight, we needed the ‘backbone’ that SalesGS provided to actually help us implement our new sales management processes and transform our sales culture into a disciplined organization.