Improve Sales Team

  1. Entire Sales Team
  2. Business Development Team
  3. Account Management Team
  4. Customer Onboarding Team
  5. Customer Service Team
  6. Partner Sales Team

Schedule An Assessment

Improve One or All Twelve Essential Processes That Are Required To Operate Your Sales Team With Precision

Sales Strategy

  1. Planning
  2. Forecasting
  3. Structure
  4. Culture

Sales Execution

  1. Procedures
  2. Technology
  3. Information
  4. People

sales measurement

  1. Tracking
  2. Analysis
  3. Reporting
  4. Improvement

Why Do People Struggle To Improve Their Sales Team?

#1 Management Lacks Process Improvement Expertise in one or more of the twelve required sales processes i.e. sales call approach, sales management practices, sales strategy and forecasting, sales organization design

#2 Unrealistic Expectations have been set for sales managers i.e. make sales calls, hire and manage sales people, deploy sales technology, manage office space, and build sales strategy and forecasts

#3 Incomplete, Missing and/or Conflicting procedures, information, policies and guidelines required to improve sales team

#4 Time Pressure to shorten sales cycle time and generate immediate revenue results to cover the cost of improving the sales team

Avoid Wasting Time, Money and Morale On Random, Wasteful Process Improvements By Using The Chief Sales Executive Framework™ To Assess Your Sales Team

Steps For Improving Your Sales Team Using The Chief Sales Executive Workflow™

Step 1 – Establish Context On What It Takes To Operate A Sales Team

We begin by providing you with a comprehensive framework that explains the twelve operating processes (including activities and tasks) that are required to build sustainable revenue growth year-after-year.  We refer this as The Chief Sales Executive Framework™. 

Step 2a – Assess Sales Execution Starting With One or All Sales Procedures, including:

  1. New Customer Acquisition
  2. Renewing Customers
  3. Cross-Selling and Up-Selling
  4. Winning Back Past Customers
  5. Customer Service
  6. Partner Sales Teams

Step 2b – Implement Process Improvements In The Targeted and/or Problem Sales Procedures, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting

Step 3a – Assess Sales Management Practices To Ensure That Sales Calls Are Executed With Precision From Sales Call-to-Call and From Sales Person-to-Person, including:

  1. Hiring the right sales people and managers
  2. Onboarding new sales people and partners
  3. Coaching sales people and managers
  4. Compensating, rewarding and recognizing
  5. Evaluating performance
  6. Training sales people and managers

Step 3b – Implement Process Improvements In The Targeted and/or Problem Sales Management Practices, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting

Step 4a – Assess The Sales Pipeline With Leads and Prospects, including:

  1. Sales call appointment setting that ensures a high volume of appointments with a high completion ratio
  2. Lead and referral generation that ensures a high volume of qualified buyers
  3. Audience generation that ensure a high volume of interested suspects
  4. Getting sales people to network to maximize self-generated leads and the gathering of market and customer intelligence

Step 4b – Implement Process Improvements In The Targeted and/or Problem Sales Pipeline areas, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting

Step 5a – Assess Sales Strategy To Ensure That It Is Enabling Sales Calls To Be Executed With Precision, including:

  1. Sales forecasting for revenue, sales pipeline activities, sales productivity, staffing requirements and selling expenses
  2. Sales and market planning by industry, geography, buy-point, product and service, buy point, etc.
  3. Sales organization design to get the right sales people to the right place at the right time
  4. Sales culture to ensure that sales call execution is being reinforced

Step 5b – Implement Process Improvements In The Targeted and/or Problem Sales Strategy areas, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting

Step 6a – Assess how continuous process improvements are being executed with precision – – effectively, efficiently and predictably, including:

  1. Tracking and reporting on sales activities, sales dispositions, sales pipeline performance and revenue results
  2. Gap Analysis to provide early warning of missed expectations in sales pipeline and performance and revenue results
  3. Improvement planning and execution including action planning, ownership assignment, timing, impact estimates, and tracking of execution

Step 6b – Implement Process Improvements In The Targeted and/or Problem Continuous Process Improvement areas, including updating or documenting:

  1. Process Maps
  2. Procedures
  3. Policies
  4. Measures
  5. Employee Training Manuals i.e. Wikis, Sales Playbooks
  6. Reporting