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Tips for Profitably Restructuring-Sales Management Processes
The next place to look is at your Sales Management Processes.
Sales organizations that survive turbulent times will inevitably be the ones who have their sales management processes in place. People draw confidence from the structure created by solid and defined processes. Create your sales management processes around four key elements: accountability, motivation, recruiting, and coaching.
Accountability: Review your performance management system to ensure that goals and objectives are owned by each person on your sales team. Are your salespeople aligned with the company objectives and vision? Are there clear behavior and results metrics each sales person can quickly review to know if they are on track or not? What are the feedback loops? During these times, communication must be clear and constant.
Motivation: Motivation is actually a sales management process. This is a good time to re visit your compensation plans and to see if they are clearly aligned with your growth objectives. Discuss short-term and long-term career opportunities with each team member. Don’t forget to celebrate the individual successes of your people; by doing so you not only motivate your team, you also inspire them.
Recruiting: Use this time to upgrade your salespeople. Strengthen your force by employing the people you have questioned. Get rid of the dead wood. Be ready for the upturn and be first out of the blocks.
Coaching: If coaching is not a defined process in your business, you are losing significant revenues. Effective coaching can lift someone from mediocrity to superiority, enhancing strengths and overcoming weaknesses. Implement core coaching practices such as such as pre‐ching practices such as such as pre‐call planning, call debriefing, field coaching and deal coaching. In so doing, you’ll help ensure your team is maximizing every opportunity.
How strong are your sales management process? Are they strong enough to ensure that you’re recession proof?
Danita
