Setting talent management priorities is a critical component for your sales organization to meet its numbers year after year, quarter after quarter. Research clearly shows that not creating a plan for top talent management can cost your sales organization more than just time and resources.
How are you prioritizing your sales resources towards your best opportunities?
As sales leaders, it’s critically important that we focus our reps on our sweet spot, those companies and prospects where you have the best chance at selling a high-value deal. Creating a solid sales planning process for an organization involves three key areas.
If you are wrapping up the fiscal year, one of two things are happening. You are either feeling really good about how your sales team is finishing up 2016 or you are trying to figure out how not to repeat the same problems next year.
Companies are running out of ways to drive growth. They can build all the products they want, but it doesn’t mean the customers will come. They can spend all the time and money they want building the perfect “digital customer experience”, but converting clicks into dollars isn’t always a sure thing. Companies can find new channels, new partners, new markets, but at some point, growth is not going to come from capitalizing on external factors.
Providing constructive and consistent feedback is an important part of coaching your sales reps to success. Being an effective sales coach and understanding how to give productive feedback and drive success on your teams takes practice.
Opportunity reviews and sales calls are two areas where you can make a great impact as a sales coach. Here are some key questions to use in both of those areas that will help garner positive results:
Spend any time with a sales organization and you are bound to hear a similar story – a story about a great rep who failed the transition to sales manager. This story is about Jon.
It is set in a venerable, widely known, widely respected organization headquartered in the Northeast and Jon was their latest superstar. He joined the organization fresh out of school and wasted no time demonstrating a true knack for sales.
If you want to improve sales productivity and generate more revenue per rep, you need a proven sales methodology you can reinforce. When we talk about sales transformation, we mean changing the behaviors of your salespeople in a way that drives results.
Simply scheduling a training event is not going to drive measurable impact. You need to optimize that program for success.
Investing time, money and other resources in a sales initiative often means there are high expections for measurable results. Below are some best practices for generating the best results from your sales training initiatives.
Hiring a sales consulting partner is a big decision for your business. You know your organization best. It's important to keep what's working and fix what isn't. To produce lasting results, a sales leader needs to “find the right fit” for the critical pieces of the sales transformation puzzle.
Long story short, if you need to generate more revenue per rep, you may want to consider bringing in an outside perspective. It's likely that the problem won't go away without a concerted effort to change course. Below are four challenges we see most often.
Hiring sales professionals that not only have talent, but that also fit well into your organization, is more complicated than many sales leaders realize. The right person needs to have the skills and abilities necessary to blend in with your existing team, connect well with prospects and clients, and commit to growth within your organization.
The following are some helpful tips to assist you as you attempt to hire sales reps that are right for your business.