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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?
You can’t use every tool, but you have to determine which tools you will use and how they will integrate with your strategy(s). You need to know if you’re going to partner with marketing and leverage a content marketingstrategy and if so, HOW? Sales is no longer a simple game, that can be manhandled.
I almost NEVER have a EVP Sales, CEO, VP Sales say to me, we don’t have a pipeline review process, we don’t have a coaching process, we don’t have a salesprocess, everyone has those things, it’s how they execute them that comes into question. Strategy - This is all you my friend.
A company may get lucky and hire someone who naturally does this, or got the training in another job, but it’s a management responsibility to create the structure and discipline in the salesprocess. If management can’t be bothered to get their act together, can we really fault sales people/team? SalesLeadership'
All too often we focus on salesstrategy, people and process. We spend time trying to identify the best go to marketstrategy we can. We create new processes. It may be a sales cycle issue. Does the product that’s NOT moving require a different salesprocess?
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.
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