Phase 7: People Plan
“A” players generate 5x more revenue than “B” players and 10x more than “C” players.
Relying on the heroic efforts of a few eventually catches up with you. When 20% of the sales team produces 80% of the revenue, something is wrong. The labor expense associated with the sales team incurred by the company has to be justified, or a head count reduction is warranted. Tolerating underperformers, hiring mistakes, and very long new hire productivity cycles all lead to missed revenue targets – and job loss for the head of sales.
- Hiring profiles
- Talent assessments
- Recruiting process
- Candidate selection process
- Onboarding plan
- Sales training program
- Sales coaching playbook
- Performance management program
With the right team in place, it is time to move on to Phase 8: Channel Optimization.