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The beginning of the year in sales always starts with a number. Salesleadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Everyone is looking forward and the management process on making the number begins. Then it moves to getting to the number.
I’m a big fan of training, it’s true that most sales people wing it; they need structure and discipline in how to go about organizing their work. If management can’t be bothered to get their act together, can we really fault sales people/team? Sales structure, systems and discipline can help.
The best thing to do to keep this from happening is to break your sales team into manageable sections; strategy, structure, people, process. Each of these pillars represents the critical parts of sales and are the only focused areas salesleadership controls that can move the number. Is it working?
I believe this is the most poorly managed element of sales organization success. In my 15 years I can count on a single hand the number of sales organizations that had a sales team review process that mapped to the required hard and soft skills to be successful in that companies particular selling role.
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All too often we focus on salesstrategy, people and process. We spend time trying to identify the best go to marketstrategy we can. No additional costs, no additional sales training and not additional sales tools. When you get top heavy – Why have so many Managers, Directors, V.P.’s,
In this role, Fleck will guide the brand through its extensive growth, overseeing all aspects of the brand’s culture, training platforms, hotel openings, design evolution, marketingstrategy, nightlife programming and food and beverage concept development.
Are you struggling with implementing a social media strategy? Is your content marketingstrategy delivering qualified leads? Are you struggling with some of the team members? Are you comfortable with the commission structure? Are you sure your current team structure is what you need to crush it? Therefore, I want to help.
Sales people and heads of Sales, from the salesmanager all the way to the CSO fail because they don’t know how to get it done. I’ve spent much of January listening to my clients and their sales staff go through their 2013 sales plans. It is that simple. you finish the sentence.
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