ARTICULATE THE SALES PROCESS
Design the sales process to align with customers buying process. Arm sales managers with high-impact questions.Align selling activities in each stage to align with buying decisions.
IDENTIFY WHAT GREAT LOOKS LIKE
For each role, measure and improve productivity by understanding capacity and capability. Recruit and select new hires according to competencies. Perform a talent audit, keeping in mind current and future roles.
TALENTS NEED DEVELOPMENT
Deploy onboarding programs for sales managers. Support development with just-in-time tools. Measure the impact investment in staff development.
ENGAGE EXECUTIVES
Engage sales, connect strategic accounts with appropriate sales leader to create equality in the relationship. Use sales leaders to coach and mentor sales teams to drive the right behaviors. Ensure leaders engage with critical sales initiatives.
PAY FAIRLY
Reward, reward, reward. Design simple compensation that aligns with the customers focused sales strategy. Reward for strategy execution and desired behaviors not just for quota attainment. Assess pay fairness by channel, sales role and planned mechanics- avoid bias at all cost.
DEFINE MARKETING, DEFINE SALES
Align marketing and sales based on what customers need and how they buy. Develop service level agreements that clearly define responsibilities and accountabilities. Define the role of marketing in the nurturing process.
STRUCTURE SALES
The right way, structure based on go to market strategies that align with how customers buy not how you sell. Understand what channels customer used for buying and create strategies to leverage them.
GET TERRITORIAL
And plan accordingly, adjust territorial plan to align with levels of likely customers needs, not merely population density. Develop growth strategies and action plans that are customer-focused. Create strategies to keep sales teams aligned with customers in their territories.
CREATE EFFECTIVE ACCOUNT MANAGEMENT
Identify high account potentials. Create an account management plan that fully enegages the client from a needs perspective. Align internal resources to plan.
DEVELOP KEY METRICS THAT MATTER
And use them. Define measure of success in each role.Define key predictive indicators. Identify lagging indications of performance.
FORCE FORECASTING
Master the pipeline. Develop a cadence methodology and discipline around sales forecasting. Improve accuracy of forecasting through use of key predictive indicators. Inspect quality and quantity of the pipeline.
ADOPT A CRM TOOL
Enforce accountability and usage of technology. Engage sales team to ensure quality data is entered and updated. Leverage a CRM tool to provide insight into forecasting.
ENABLE SALES
Provide tools that are integral to key activities within the sales process. Use technologies that parallel solutions to client expectations and buying styles. Encourage the use of technologies like CRM application overlays.
No comments:
Post a Comment