Getting a grip on Sales' performance
After several years of strong sales growth, many companies are now hitting the buffers. Even during the good times, the performance of sales teams often wanes as competitors close the gaps on any advantages that the business held. In both cases it’s easy to blame external forces but that doesn’t help to address the problem.
The sales teams that continue to deliver growth when the going gets tough are the ones with the best structure, account management processes, performance tracking and leadership.
When sales hit the buffers it is difficult for the Chief Executive, Finance Director and Sales Leader to accurately gauge the performance level of their sales team. Comparison with past performance in the good years become meaningless. A starting point is to understand what a high performance team looks like in terms of structure, processes and management.
Our sales management professionals bring experience to bear working with sales and account management leaders to quickly embed proven best practices that will drive sales improvement.
This work often involves four stages:
Identify the gaps
Working with the sales leaders, we will assess the people, processes and productivity. Gaps between current ways of doing things and the best way will be identified.
Road-map
Present a plan to the Chief Executive, Finance Director and Sales Leaders that outlines the road map to sustaining a high performing sales team. We would also recommend specific measurement disciplines to track improvement and agree realistic milestones and timelines.
We’re in this together
We take on responsibility for delivering the plan, and work with sales leaders to achieve agreed targets. Integrating new process and disciplines into sales functions can be challenging – we would be there to support.
Moving forward
Once new ways of doing things are embedded we would help to review progress at regular intervals and recommend any future actions.
Recent clients include: Aerospace and Marine International, DM plc, GMI, Intelliscan, Lighthouse Thinking, Macphie of Glenbervie, PCT, Perigon Solutions, Pisys.
For further information, contact Peter Thompson on 0870 242 1987 or peter.thompson@everymind.co.uk
For more about leading strategies for sales management click here to read Miller Heimans annual best practice study.
