Hopefully you’ve taken the time to clarify the roles of your sales team and sales management. It’s a valuable exercise. Now you get to assess sales team strategy and culture. Regardless of your methodology half of your sales representatives currently perform below average. Fifty percent are performing below average! Think about that. This is an indisputable fact. So why even assess the team? Simply put, to sell more.
Successful selling organizations consist of three components; investment, activity and results. The first component is the investment in the sales team. The investment is measured in compensation, benefits, computers, software, training, hiring, meetings, sales material, phones and other related expenses.
The second element is the activity of the investment. Face-to-face meetings, travel, preparation, telephone calls and administration comprise the second element. The third, and vital, component stands alone; results. How many sales were generated? Profits? Current market share?
The glue that binds the three distinct parts includes your people, culture and customers. Is there a career path for salespeople? What is your turnover...