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Sales Performance Help
- Achieving Tri-Dimensional Customer Interface Excellence
- Five Steps to Get Your Sales Team Un-Stuck Now
- Getting a Return on Your Sales Training Investment
- Partnering – All Talk, Few Walk
- Re-focus, Don’t Re-Forecast
- Sustaining Jump-Start Initiatives – The Four Keys to Success
- The Bottom-Line on Referrals – Turning Your Strategy Into Success
- The Key to Leading Sales Growth
- Training – A Lost Opportunity
- Value Positioning – Needed Now More Than Ever
- You Promised What?
The Key to Leading Sales Growth
Many organizations adjust product or pricing strategy - or turn to traditional tactics like tweaking the incentive program or sending the sales team to training - to stimulate sales growth. These traditional approaches typically fall short of the desired effect. It’s why they are repeated time and time again. The effective approach is sales management driving focus, creating accountability, and stimulating urgency with each salesperson. Here’s how to make it happen:
- Drive Focus: Sales results come from making the right number of calls, on the right prospects, and being effective at doing the right sales activities. Managers must determine the right requirements and then set very clear expectations for each salesperson.
- Create Accountability: It’s difficult to consistently execute required sales activities. Managers must push through salesperson resistance and complacency and follow through on the expectations they set. It is a manager’s follow through on expectations that will create accountability to execute.
- Stimulate Urgency: Winning requires daily execution. Execution requires frequent follow through on expectations. Management must take on the role - some days it’s cheerleader, some it’s drill sergeant - to keep energy high and performance steadily improving. Follow through often and your salespeople will be clear on what’s important.