Sales Management
In many businesses, the ‘star’ sales person is promoted to the position of sales manager as a reward for high performance – instead of making sales, he / she is then responsible for managing a diverse sales team and the sales processes and acting as a conduit to senior management. The reality however is that a high proportion of people who make this transition struggle to adapt. We have worked with many clients to assist them to develop and implement Best Practice sales management skills, systems, protocols and disciplines.
Key Areas of Support Include
Setting Sales
Targets
Setting targets is crucial to have a collective goal to work toward. With all staff members clear on what the objectives are, it gives an idea of what is considered success. We will work with the owner-manager to identify these targets at the outset.
Chairing Sales
Meetings
Having an unbiased third party chairing staff meetings can be a positive way to encourage team members to give their open and honest feedback in a non-judgmental environment. This can present an opportunity to quickly resolve lingering issues.
Incentivising
Staff
Incentivising staff is crucial for motivating sales teams to both hit and surpass targets. With a wealth of sales experience, we can work with the owner-manager to identify what are realistic incentives in-keeping with the business resources.
Monitoring
Performance
Ongoing analysis is crucial to the success of any sales strategy. Understanding what the key performance indicators are and what metrics we judge a projects success mean that ongoing review is possible.