Indicators That a High-Performance Sales Manager Can Help Your Business…
A critical self-assessment of your key revenue driving function is a crucial element of your annual review and planning process. Are you floundering, getting by, or thriving? Are you attracting and hiring the best talent? Does your sales process align with the customer's buying process? Is your forecasting realistic and pipeline qualified?
We suggest you find someone outside your organization if you need an unbiased review and support with developing an action plan.
- Sales opportunities languish in the pipeline and rarely come to closure. - Winning business is a one-time occurrence, not repetitive events. - Sales pipelines are sales pipedreams. - Every sales opportunity comes down to a price war… and you lose even when you win. - Your quest is to hire great salespeople, rather than the right ones with the potential to be - great on your sales team. - It takes forever to determine if your new salesperson is going to be successful - The sales compensation plan isn't yielding the desired results. - You have plenty of sales activity data, but not decisional metrics to drive revenue.
Is it time to formalize your sales program or consider high-performance sales leadership to drive revenue and reach your goals?
PROACT's founder and managing partner Steven Bate sat down with Anna Nesterova, President at AVA Medical to discuss the impact COVID-19 has had on the sales profession and the outlook post-pandemic.
Key Takeaway: People buy from companies who create incredible end-to-end experiences including post-sale follow-up and continuous communication, not just incredible products or have incredible salespeople. The transition from a siloed individual seller to a hybrid or team-based approach integrating people, process, product, and technology is critical!
Be PROACTive!
*** Contact us ASAP to book a free discovery and an assessment of your revenue generating sales function for 2021. ***
https://www.proact.ca/ 226-666-1070
Sales Management and Commercial Excellence through Sales Best Practice Audits, People & Process Development, and Digital Transformation.
Contact us for more information on how to ASSESS, DEVELOP, and TRANSFORM your sales program and team today. How COVID19 pandemic is changing medical sales - will it ever be the same? at https://youtu.be/amJeolVhHqU
Many companies do not consider the high-cost of an under-managed sales team or ineffectively managed sales function. If the sales system is like a boat with a hole it does not matter how fast the salespeople “row"!
Here is a list of hidden and not-so-hidden costs of ineffective sales management.
Follow this link for the full read: https://www.proact.ca/blogs/post/the-cost-of-under-managing-sales
1. Headaches 2. Turnover 3. Staff under-performance 4. Fall behind trends 5. Holes in the sales process never get fixed 6. Can only hire experienced (and expensive) salespeople 7. Old-timers get lazy 8. Resources are stolen from other functional areas 9. Don't know what you don't know
Be PROACTive!
Contact us ASAP to book a free discovery and an assessment of your revenue generating sales function for 2021.
https://www.proact.ca/ 226-666-1070
Sales Management and Commercial Excellence through Sales Best Practice Audits, Process Development, and Digital & People Transformation.
Contact us for more information on how to ASSESS, DEVELOP, and TRANSFORM your sales program and team today.
As trivial as it may sound, the difference is key to the company culture and customer orientation of the organization.
Company facing employees that "Play not to Lose" too often operate in fear with decisions made based upon internal personal risk and conflict avoidance at the detriment of "customer delight".
Customer facing employees that "Play to Win" are usually empowered to engage deeper with the customer to fulfill needs and enhance experiences. Employees that Play to Win find and create solutions to proactively help the customer win.
Let's make it practical... we've all been in a situation where an employee is forced to find a manager to solve a problem. It's frustrating for everyone involved—employees and customers alike.
Instead of giving managers all the power, the best customer experience companies arm all employees with the tools to fix customer problems and empower them to make decisions. Studies show that empowered employees are more satisfied with their jobs, and it's one of the biggest factors in creating a great customer experience.
Instead of waiting for results, issues can be solved immediately in the way that best meets customers' needs. This is no more important than with commercial teams. Salespeople that are compensated on results become short on patience when company culture or process encumber sales and personal income!
Is your organization and people Playing Not To Lose, or are thy Playing to Win?
Be PROACTive!
Contact us for more information on how to ASSESS, DEVELOP, and TRANSFORM your sales program and team today.
Sales Management and Commercial Excellence through Sales Best Practice Audits, Process Development, and Digital & People Transformation.
