article | July 4, 2017
10 Steps to Boost Your Sales Process
During the Revolutionary War, the Continental Army was retreating from a series of defeats while they were starving and freezing to death. A fateful decision changed the course of history when General George Washington went on the offensive and won the Battle of Trenton. General Washington himself crossed the Delaware River leading his troops to victory.
Great leaders know the importance of being close to the field to ensure execution, and guiding their entire leadership team to coach and manage day to day execution. Within B2B sales organizations, top performers are more likely to use a standardized sales methodology than laggards. Successful implementation of a sales process depends heavily on one key resource – the Sales Manager. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
The sales manager teaches the reps how to follow the process, coaches them to comply and improve, and enforces a common understanding of the stages and exit criteria, producing accurate and actionable information for senior leadership. Without the sales manager as the owner of the process, execution and results are certain to fall far short of targets. The risk of failure is extremely high.
If the sales manager is so vital to the sales process, how do sales organizations leverage this key resource? Most companies do not provide sales manager specific training. Yet, sales managers are responsible for implementing the sales process. What is the best way to equip them to be effective owners of this critical function?
Our clients who have had the most success would point to these 10 key steps in designing a training curriculum for sales managers:
Here is an example of a Sales Leadership curriculum overview.
This is an example of the details for the individual 90-minute lessons on Field Evaluation under the Sales Coaching section:
The key benefits of this approach are:
Commit the time and funds to develop the resource most critical to the success of your sales organization. If you need ideas on the curriculum, contact me for more details on how our world-class clients have implemented this initiative.
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Washington Crossing the Delaware by Emanuel Leutze, The Met Fifth Avenue Museum