Here’s what Sales Managers say to us:
- “I have too many sales people who are not getting even close to their number.”
- “Our pipeline is light on and I need more opportunities going into the funnel.”
- “There too many deals stuck in the pipeline not progressing from month to month.”
- “I need the team to become more consultative and to be able to sell solutions.”
- “We need to be able to differentiate ourselves not only through our products and services but as importantly by how we sell.”
- “We need a common methodology and language that provides us with a consistent way to discuss, analyse and manage sales opportunities.”
- “I want to get more structure around how we handle opportunities but I don’t want to overload the team with process. We need to be out selling not filling in forms.”
CSO Insights research tells us that there are 10 top sales management priorities sales leaders are focused upon today. They include optimising lead generation programs; revising sales process; aligning sales and marketing more closely; revising sales team structure; better understanding and analysing customer buyng processes; improving ease of access to relevant information; revising channel strategy; evaluating and implementing CRM software tools; enhancing sales team communications; and reviewing sales compensation programs.
In addition, our work with many sales organisations has led us to believe that there are five levels of sales organisation process prowess, ranging from transactional and random at the low end, to trusted partner status at the “Level Five” or high end. Whether you are a well experienced or recently promoted Sales Manager, we understand that managing the sales effort is always challenging; and the role we play in supporting our Sales Director clients is flexible and caters to the full spectrum of potential needs.
Whether it be as your organisation’s pseudo Sales Manager, strategic sales management sounding board, coach and mentor, diagnostician and consultant, facilitator, trainer or sales development adviser, we encourage you to start a conversation with us today. Our Sales Performance Improvement Workshop forum may be a great way to start, or talk to us about our Sales Performance Health Check if you’d like an independent perspective on where your sales process and capability is currently at.
Contact us for a highly confidential initial discussion on these or any other sales related challenges or opportunities today.
