Funtamental

5. Operating Rhythm

sales operating rhythmFundamental #5 – Establishing a Formal Operating Rhythm

What it Means

A rhythm that focuses deliberately on what is ultimately most important, building an effective team.

Why it Matters

Sales managers are responsible for reliable revenue results.  By adhering to a steady rhythm for planning and development, the frenetic aspect of sales management becomes the exception rather than the rule – setting their team up for consistent results, year after year.

Identify your performance challenges

  • Do you have a consistent skill development cadence with your team?
  • Are team calls maintained as a high priority?
  • Have you experienced high-turnover and overall team results that are lower than expected?

‘Winning isn’t everything, but wanting to win IS’

– Vince Lombardi

Creating an action-plan to establish a formal operating rhythm starts with YOU:

Help your team by focusing on the right things – Start building your ACTION-PLAN

  • Reflect on areas for improving the cadence of your sales team meetings
  • Identify opportunities for planning and strategic meetings with your team
  • Commit to keeping these appointments, as if they were customer-facing calls

If you need help creating an action plan, seek help from experts that can guide you to answer these and other questions critical to your team’s success, the fastest path to discover the answers is to call us now at 888-877-1956. You can also attend our workshop or fill in the form on the right to download a free whitepaper going into more details of the Five Fundamentals of Effective Sales Management. Pick your path.

“A real decision is measured by the fact that you’ve taken a new action. If there’s no action, you haven’t truly decided.”

– Tony Robbins

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4. Customer Growth

 

sales growthFundamental #4 – Customer Growth Planning

What it Means

Growth planning is a process for sales teams to use to grow current customer relationships, based on the ability to help them address strategically important issues.

Why it Matters

Sales management must take a leading role in vetting the viability of and executing against strategic opportunities for customer growth.

Identify your performance challenges

  • Do you have a list of current customers with growth potential?
  • Do you have regular meetings with your team to plan growth on their individual accounts?
  • Do you have established growth targets for sales rep accounts?

“If Plan A isn’t working, I have Plan B, Plan C, and even Plan D.”

– Serena Williams

Creating an action-plan to for customer growth planning starts with YOU:

Help your team by focusing on the right things – Start building your ACTION-PLAN

  • Reflect on your team’s key accounts and what value those customers see in your solutions
  • Identifying additional customer accounts that could be a source of increased margin
  • Commit to implementing a strategy with key team members to generate more, profitable business with current customer accounts

If you need help creating an action plan, seek help from experts that can guide you to answer these and other questions critical to your team’s success, the fastest path to discover the answers is to call us now at 888-877-1956. You can also attend our workshop or fill in the form on the right to download a free whitepaper going into more details of the Five Fundamentals of Effective Sales Management. Pick your path.

“The path to success is to take massive, determined action.”

– Tony Robbins

<<< Back | Click for Fundamental Five: Formal Operating Rhythm >>>

3. Coaching Excellence

sales coachingFundamental #3 – Coaching Excellence

What it Means

Purposeful and skillful interactions with your team to win profitable business for your company over the long-term.

Why it Matters

Research has demonstrated that successful sales managers focus on 60-80% of their team.  They choose to spend most of their time developing the reps that have the aptitude and ability to grow from average sellers to great sellers. At the end of the day, Coaching is selling!

Identify your performance challenges

  • Do you have a list of behaviors that you want to instill into your sales people?
  • Do you model effective sales behavior with your rep when planning for a call, or when in front of the prospect?
  • Do you have a relationship built on trust with your sales team?

Creating an action-plan to deliver coaching excellence starts with YOU:

Help your team by focusing on the right things Start building your ACTION-PLAN

Creating an action-plan to achieve coaching excellence starts with:

  • Reflect on your current coaching behaviors
  • Identify where you can make changes to provide excellent coaching
  • Commit to making changes to your approach to coaching

If you need help creating an action plan, seek help from experts that can guide you to answer these and other questions critical to your team’s success, the fastest path to discover the answers is to call us now at 888-877-1956. You can also attend our workshop or fill in the form on the right to download a free whitepaper going into more details of the Five Fundamentals of Effective Sales Management. Pick your path.

“A coach is someone who can give correction without causing resentment.”

– John Wooden

<<< Back | Click for Fundamental Four: Coaching Excellence >>>

2. Early Stage Focus

early-stage-sales focusFundamental #2 – Having an Early Stage Focus

What it is

Lead your team to uncover and develop customer needs early in the sales process.

Why it Matters

Aligning your sales team’s focus to early stage opportunity development is a way to help your team close more business.

Identify your performance challenges

  • Do you focus on early stage opportunity development?
  • Has your team lost late stage deals because they were talking to the wrong person (not the true decision-maker)?
  • Does your team feel most comfortable when demonstrating your solution?

“Champions keep playing until they get it right.” 

~ Billie Jean King

Creating an action-plan to establish a and early stage focus starts with YOU:

Help your team by focusing on the right things – Start building your ACTION-PLAN

Creating an action-plan to address short-falls in execution of Early Stage Focus starts with:

  • Reflect on where you spend the most time with your team and make a commitment to provide a greater focus on early stage opportunity development
  • Identify current pipeline opportunities where a sufficient number of ideal customer characteristics have not been identified
  • Commit to coaching early stage opportunities by planning calls with your team to discuss customer needs

If you need help creating an action plan, seek help from experts that can guide you to answer these and other questions critical to your team’s success, the fastest path to discover the answers is to call us now at 888-877-1956. You can also attend our workshop or fill in the form on the right to download a free whitepaper going into more details of the Five Fundamentals of Effective Sales Management. Pick your path.

“Successful people ask better questions, and as a result, they get better answers.”

– Tony Robbins

<<< Back | Click for Fundamental Three: Coaching Excellence >>>

1. Go-To-Market Strategy

 

Sales - Go-To-Market-USRFundamental # 1 – Aligning Sales with Go-To-Market (GTM) Strategy

What it Means

Align your sales team’s activities to the evolving needs and buying trends of your customers.

Why it Matters

It’s proven that effective alignment of your sales team, with your company’s go-to-market strategy ensures that your sales team:

  • Can communicate your solution’s value in prospecting messages which can suddenly increase lead quality leading to higher sales conversations
  • Has new and better opportunities to sell to the type of buyer that needs and buys your solutions

“Well aligned sales and marketing teams can account for a 15% increase in win rate.”

– Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes

Identify your performance challenges

  • Do you have clarity on the connection between go-to-market strategy and sales team performance?
  • Do you attract interest from the kinds of leads that will buy your solution?
  • Does your team convey the value of your solutions:
    • In prospecting messages?
    • In sales conversations?

“If you don’t know where you’re going, you’ll end up someplace else”

-Yogi Bera

Creating an action-plan to align sales with the GTM starts with YOU:

Help your team by focusing on the right things – Start building your ACTION-PLAN

  • Reflect on how you connect your team to the type of prospect that needs and buys your solutions
  • Reflect on how your team demonstrates the value of your solutions in prospecting and sales calls
  • Identify areas for improvement
  • Commit to plan, implement and reassess your sales team’s effectiveness in getting to the right type of buyer and winning their business

If you need help creating an action plan, seek help from experts that can guide you to answer these and other questions critical to your team’s success, the fastest path to discover the answers is to call us now at 888-877-1956. You can also attend our workshop or fill in the form on the right to download a free whitepaper going into more details of the Five Fundamentals of Effective Sales Management. Pick your path.

‘Someone’s sitting in the shade today because someone planted a tree a long time ago.’

― Warren Buffett

Click for Fundamental Two: EARLY STAGE FOCUS >>>