Finding and keeping top revenue generators is a key challenge that even Best-in-Class companies face. Great leaders understand that their organization is only as strong as its people. To support revenue growth and achieve organizational goals, industry leaders are adopting a relentless focus on getting their hiring strategy right.
If you want a top performing sales organization, you need the consistent ability to coach and enable salespeople to success. Providing motivation is a component, but results come when your managers have a cadence that helps them minimize administrative burdens, while providing continuous and effective coaching that does one thing - delivers revenue and enables sales results.
Your managers are a pivotal part to the success over your sales organization. Here are the top sales leadership skills they need to develop and execute.
Think about the best coaches or the best managers you’ve ever encountered. What did they do that made them great? Often, they have the ability to motivate and push you to greater success. The skill behind those traits is the ability to meet people where they are.
There are many sales organizations out there that fall into that 80/20 rule. Eighty percent of the revenue comes from 20 percent of the people. If you could improve that ratio, your sales results would improve exponentially. So how do you motivate those middle performing salespeople in a way that improves their productivity and emotionally connects them to being an A player?