Sales for the CEOSelecting and Developing Sales Talent
JJ White
Current State of Sales
• Customers are more sophisticated
• More data than we know what to do with
• A new era: Collaborative Selling
• Sales is still very 'siloed' in company
Considerations for the CEO
• Market - Is there still a fit for your offering? How well are you listening to the voice of the customer?
• Company Structure - Are your teams aligned? Do you have a dynamic strategy?
Considerations for the CEO
• Sales Structure - Is your sales process defined? A CRM wrapped around it? Is marketing producing enough quality leads? Is compensation driving the right behaviors?
• Customer Engagement - What are the behaviors of your sales people and how are you measuring them?
"Championships are won on fundamentals. Football is two things: it's blocking and tackling. If you block and tackle better than the team you're playing, you'll win." - Vince Lombardi
Selecting Exceptional Sales Talent
• Look at your existing team
• Design a compensation structure that defines the behavior you desire
• Use a competency model - A and B
• Include 'Live Fire' in the interview process
• Use a battery of assessments with professional interpretation
Developing Sales Talent• Structure defines behavior
• Documented sales process with a CRM
• Build a culture of coaching and feedback
• Review activities and give feedback as soon as possible
• Be the coach, do your job or hire a sales manager
• Coach minimally or effectively
• Be consistent, fair and listen
Sales for the CEOSelecting and Developing Sales Talent
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