Sales Management - Are You Ready To Be World Class
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1 Sales Management Are You Ready To Be World Class? Website Email Phone www.salesbenchmarkinde x.com info@salesbenchmarkind ex.com 1-888-556-7338
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21-Oct-2014 -
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Education
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The linchpin is sales performance is the quality of your sales management team. In this case study, the field management team was full of promoted super-reps that knew how to sell but were held back by a lack of professional sales management skills. The solution was a custom built sales management academy. A presentation by Sales Benchmark Index.
Transcript of Sales Management - Are You Ready To Be World Class
Sales Management
Are You Ready To Be World Class?
Website Email Phone
www.salesbenchmarkindex.com [email protected] 1-888-556-7338
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The Situation• $400M Environmental Services Co. faces:– History of failed sales force effectiveness
initiatives– Risk in upcoming roll out of new custom
sales process– High turnover and no defined sales
management career path• Sales Leader wants to:– Upgrade sales management skills– Ensure success of new sales process roll out
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What Did Not Work• Sales operations had taken on an
expanded role in sales force skills training• HR provided generic management
training to sales managers• More sales managers were added to
allow for increased field time with reps
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What Did Work• Sales Management Assessment:• Interviews, Surveys• Field observations• Benchmarks
• Root cause - A high proportion of promoted super-reps in sales mgmt• Lacked coaching skills• Focused on late stage instead of full pipeline
• A Custom Sales Management Academy developed to address specific needs
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Sales People Interviews (Extract)• “My manager is a good closer but offers no help
on building my pipeline”• “The only sales coaching I receive is the periodic
training courses we go through like SPIN”• “My manager is always saying ‘you can do it’…is
that what you mean by coaching?”• “My manager rarely spends time in the field
with me”• “We do not have a consistent scheduled 1-on-1”
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Survey (Extract)• Managers’ self assessed weaknesses run
contrary to sales team’s perspective
Managers noted Field time and 1-on-1’s are not a weakness compared to other areas
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Manager Observations (Summary)• 1-on-1 calls are deal updates• Do not re-visit action items from annual
performance review• Conduct team calls without a defined
agenda• Do not reinforce prior sales training• Unfamiliar with behavior coaching
techniques
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Sales Mgmt Academy Overview
Sales Leadership
Leading Vs. Managing
Sales Leadership
Fundamentals
Business Acumen
Sales Environment
Sales Coaching
Field Evaluations
Skills Training
1-on1 meetings
Talent Development
Performance Improvement
Performance Reviews
Situational Leadership
Sales Management
Compensation
Territory Planning
Automation
Quota Setting
Selling Skills
SPIN
Negotiating
Objection Handling
Deal Strategy
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Academy Content (Samples)
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Academy Content (Samples)
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The ResultMetric Before AfterSales Turnover 35% 11%Avg. Pipeline $4.5M $7MClose Rate 42% 61%% Time Coaching from Managers
39% 68%
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Learn More
Contact us to hear the rest of the story...
Email - [email protected]
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
