Every High Performing Sales Leader
Being a high performing sales leader is not easy. Sales leaders are responsible for building and scaling the sales team, designing meaningful compensation plans, training and onboarding new hires, and simultaneously meeting quarterly revenue and margin targets. To succeed, there are some key questions every sales leader must answer.
Questions Every Sales Leader Must Answer
Can your sales leaders answer the following questions? Most participants in our sales management training workshops struggle.
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First, smart sales leaders ensure that the sales culture is healthy in terms of sales leadership, trust, capability, and norms. Then they design a high performance environment in terms of performance expectations, performance status, and motivation. Lastly, high performing sales leaders ensure that the sales culture is aligned with the sales strategy across ten key cultural dimensions.In terms of sales motivation, ensure that sales incentives are role-specific and map to your entire sales and marketing process to provide clear motivation to sell effectively.
Pay special attention to the different skills and styles required for different sales roles. For example, the core sales competencies to be a “hunter” and “farmer” are different. Sales hunters are most often motivated by new clients, opportunities, and challenges and the next win. Sales farmers build long-term relationships and repeat business with clients. Both are important and require vastly different skills, attitudes, and motivators.
Anything you can do to speed up the time from initial customer contact to final sale will help sales results and boost the morale of your team.
While new customer acquisition is a clear part of any successful sales team, a critically important part of profitable growth for any company is the ability to retain and grow current accounts – especially for companies whose majority of Customer Lifetime Value is earned after the initial sale.
Your objective is to balance and align where new business comes from with your sales strategy and sales talent understanding that most top sales talent is either really good at hunting or really good at farming; rarely is one person highly skilled at both.
High performing sales teams are more than 2 times as likely to have good sales development processes in place, compared to underperformers. Maybe it is time to review and revamp your systems and processes with how the team needs to sell.
Unfortunately, most sales reps confess to being unprepared to deliver a top-notch sales experience. Is your sales experience where it needs to be?
A Special “Selling During Covid” Note
Do not be complacent. Now is the time to prepare to ensure higher productivity once the economy opens up again. Trying times present a wonderful opportunity to build and solidify trusted relationships. While it may not be the right time to sell, it is always the right time to help, learn, and add value.
The Bottom Line
Until you can answer these questions, your sales team will not be operating as the high performance team you desire. It is always smart to ask if you can do more to maximize the success of your team.
If you liked Questions Every Sales Leader Must Answer, download How to Optimize Your Sales Force in the Face of Increased Performance Pressure
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