This article is only for those who are looking to improve their sales teams for 2016.
Now is a good time to start thinking about how you will do this. Because soon, companies will be going through their planning of 2016 strategies, goals, budgets and then initiatives to ensure the goals are met.
Sales leaders and Learning & Development managers will be deciding training needs, choosing a training provider, setting the expensive yearly meeting and training calendar. Others will be looking for a new CRM system or other Sales Information Tools to make their sales force more productive.
Second are investments in sales technologies. Studies also show that the utilization rates of technologies such as CRM continue to be below expectations. Yet, billions are spent on CRM, let alone all the other sales technologies every year with disappointing returns.
Are you ready to bring a new approach to your sales team?
- Defined, enforced processes: Establishing and monitoring formal processes that execute company strategy and support the culture of the organization.
- Performance Management: A formal sales coaching process that includes continuous coaching of sales professionals by sales management with a focus on front-line sales managers.
Give your people the right processes to follow and let your managers be coaches first, managers second.Studies show many benefits of formal processes and a formal coaching program such as: a 15-30 percent improvement in overall sales, higher percentage of sales professionals reaching goal, improvements with job satisfaction leading to reduced rate of sales professionals and managers leaving your organization.
If you are not sure where to start or realize that you do not have the people resources, there are companies that can help. Companies that have been helping others succeed and continuously improve. Before committing your budget, speak with someone that understands how to help you realize long-term sustainable results that will have a positive impact on your return-on-investment and bottom line.
By Chris Houghtaling