Top Sales Leaders Drive Growth If you find a sales leader who Is not up to the challenge of accelerating revenue growth, you have not found a high performing sales leader. But you need more from a sales leader than simply a desire to grow the top line. High performing sales leaders also have the will and the understanding of what really works to create sales growth. They demonstrate how sales leaders drive growth.
8 Levers to Pull for Sales Growth Here is a list of how top sales leaders drive growth:
Create Strategic Sales Clarity Our organizational alignment research found that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. Before you develop tactics to increase sales, make sure that you have company-wide agreement on:
Concentrate on the Core of Your Business Unfortunately, far too many sales teams chase every customer opportunity. Based on your sales strategy, define what brings in the majority of your profits in terms of customers, geographies, distribution channels, products, and services. Then focus your time, efforts, and resources on the areas with the highest performance and potential.
Promote a Growth Mindset While sales leaders drive growth, for high growth ? greater than 20% year over year ? the entire workforce needs to support and contribute to profitable revenue. A growth mindset and a customer-centric culture is required to achieve and sustain high growth goals.
Boost Sales Productivity How much time are your salespeople spending actually selling? Far too many sales reps’ talents are wasted dealing with conflicting, duplicative, unnecessary, administrative, and non-revenue generating tasks that should be eliminated, simplified, automated, or handled by others.
Define sales processes that align with how your clients buy, follow proven solution selling methodologies, and ensure that sales and marketing are aligned and supported by customer support, product development, and everyone else responsible for customer success.
Improve Skills of Sales Managers All too often, high sales performers are promoted into management without adequate preparation for what this role requires. Suddenly, instead of being responsible for their own individual sales, they are measured by the success of their team. But, until sales leaders shift their activities to monitoring and coaching their team, they will be relatively ineffective.
Get Marketing on Board Strengthen the partnership between Sales and Marketing. When sales and marketing are aligned regarding branding, lead generation, and lead qualification, sales enablement drives topline growth.
Reimagine Sales on a Regular Basis Consider workplace complacency as your enemy to sales growth. As smoothly as your sales organization may be running, there are always lessons to be learned and improvements to be made. When change and higher sales performance are necessary, be sure to apply the ]right amount of sales performance pressure and support.
The Bottom Line Sales success is ultimately the responsibility of sales leaders. Are you doing all you can to support and sustain growth?