sales strategy sales process sales execution organizing and compensating your salesforce
TRANSCRIPT
Sales Strategy Sales Process
Sales Execution
Organizing and Compensating your Salesforce
Identify 3 obstacles that prevent companies from achieving the sales
levels that they are capable of reaching?
10 Reasons Why Sales are not Increasing as Planned
10) There are no weekly scheduled sales meetings• Conduct individual, not just group meetings• Schedule a set time and stick with it• Establish a cadence to each meeting• Use a weekly report to guide your discussion• Focus most of your time on coaching, not reviewing
metrics
10 Reasons Why Sales are not Increasing as Planned
9) Deals stall out for “no reason”• Important questions were not asked• Pipeline based on “feelings”• No defined sales process• Pipeline is filled with “fluff”
10 Reasons Why Sales are not Increasing as Planned
8) There are no annual performance reviews• Forces a manager to sit down and evaluate
performance• Differences in opinion on performance• Opportunity to set goals for the following year• Review progress quarterly• Sets foundation for performance
improvement/PIP/termination
10 Reasons Why Sales are not Increasing as Planned
7) There is no Customer Relationship Management (CRM) system• Determine proper application for the team• Customize to match terms and structure• Single repository for all sales activity• Multiple departments can see activities, deal
progression• Can handle job transition better
10 Reasons Why Sales are not Increasing as Planned
6) There isn’t a short-term and/or long-term sales pipeline and forecasting tool• Provides bottom-up strategy• Helps align costs with expected revenue• Effective sales management tool
10 Reasons Why Sales are not Increasing as Planned
5) The sales team is not staffed properly• Sales team must be led by a “sales” manager• Don’t assume you only need a business
development rep• Consider reps from outside of your industry• Make sure everyone is “on the right seat of
the bus”
10 Reasons Why Sales are not Increasing as Planned
4) Improper use of sales indicators• Too much focus on lagging indicators• Retrace history of success• Make sure everyone understands what is
“good” and “bad”• Results indicate performance vs. thoughts /
opinions• Determine future success before it is too late
10 Reasons Why Sales are not Increasing as Planned
3) There is no defined sales process• Each step in the sales process must be clearly stated• Create common language and understanding• Define check points for each part of the sales
process• Creates better foundation for sales forecasts
10 Reasons Why Sales are not Increasing as Planned
2) The compensation plan doesn’t incent desired behavior• Will it be exploited as planned?• Is it understood?• Need proper balance between salary, commissions,
bonuses and perks• Must be a win-win for the sales rep and organization• Will it help you acquire the appropriate salespeople?
10 Reasons Why Sales are not Increasing as Planned
1) There is no detailed sales business plan that is understood by the entire sales team• “The probability of hitting your goal is much greater
if you have one”• You must know when we/you get “there”• List targeted account list with corresponding
decision makers• Must include deadlines/accountability
People + Process = Profit
