The Front-Line Sales Manager (FLSM) is your most critical role in growing your business. But, many FLSMs are overwhelmed, simply doing their best to survive. Visible symptoms of this dilemma may include:
- Inaccurate forecasts, surprise deal pushes
- Weak or non-existent close plans
- Discounting due to insufficient value creation
- Low-level, weak stakeholder engagement
- Ineffective or incomplete account plans
- Reduced pipeline generation, focused on NOW
- Low % of Sales Reps hitting/exceeding quota
- Increased Sales Rep voluntary attrition
As a CRO/CSO, you can help bring order to chaos for your Front-Line Sales Managers with a clearly documented playbook for success. This will enable them to consistently execute the fundamentals of your sales management system with excellence. We call this the "Brilliant Basics of Sales Management(TM)". Without it, FLSMs have to figure things out on their own or through tribal knowledge, negatively affecting their productivity and their team's performance.
As a CRO/CSO, you can replicate your best practices through your Front-Line Sales Managers with a Brilliant Basics blueprint for success. Without it, they have to make it up on the fly. This is a critical tool for all FLSMs, especially for new managers.
- WHAT is this “Brilliant Basic”?
- WHY should I spend time on it?
- HOW do I actually do it?
- Which TOOLS are available to help me?
- What are the METRICS of success?
- How much TIME does it take?
We can help you customize and implement Brilliant Basics of Sales™ for your Sales Management team to accelerate effectiveness, productivity and performance, and help you scale for growth. Start with a single Brilliant Basic element where you need help now ..OR... collaboratively build a complete program for your Sales Management team. Either way, we can leverage our best practices and your existing sales processes, tools and methodology to make it easier for your Sales team to consistently drive success, and sustainably, predictably growth your business.
Do your Sales Managers have a simple, weekly "fitness regimen" of selling activities which drive success? The # of Customer meetings? New Contacts? Proposals? Demos? This is a weekly fitness plan, NOT micromanagement.
Building pipeline is a cross-functional effort, but it is ultimately Sales' responsibility to drive and manage pipeline to specific targeted levels. This includes analysis of lead conversion and win/loss/abandoned deals.
Collaborative and supportive Close Plan reviews on current quarter deals and "Dealstorming" on future quarter deals and will increase win rates and shorten sell cycles. Consistent sales process execution is key!
Sales Managers must proactively develop value-based executive Customer relationships with targeted personnas . Building these "Trusted Advisor" relationships is key to accelerate new sales and Customer retention
Top accounts that meet Ideal Customer Profile criteria must have a formally documented plan to align and focus the actions of your team. The goal is to maximize long-term Customer value realization, satisfaction and walletshare.
Sales Managers need fully staffed teams to succeed. They must create a positive, high-performance environment of trust and confidence, recognize wins, learn from losses and keep their team informed and engaged.
Regular sales team meetings are key to keeping your people engaged and informed of key company announcements, upcoming sales plays/campaigns, recognize key successes and listening to their ideas and feedback.
Top athletes dedicate themselves to practice and perfect their skills. Sales teams must proactively complete all trainings, practice message delivery, master product knowledge and be experts on their Customer's business.
Deal Reviews, Account Plans and Customer meetings are excellent coaching opportunities. But, Sales Managers also need meritocracy based coaching processes for top performers, onboarding reps and struggling performers.
Especially in these uncertain times, revenue predictability is of paramount importance affecting company valuations and credibility. A clear and consistently executed Forecast Process with high quality CRM data are critical for operating within forecast accuracy targets.
At the start of each quarter, it's critical to reflect/learn from the prior quarters performance and to refine specific plans to drive success in the new quarter. These meetings must be run for maximum efficiency and effectiveness, and minimal bureaucracy.
Sales Managers often find themselves having to engage cross-functionally on behalf of their team for pricing, contractual, technical or financial approvals or escalations. This can be very time consuming, so they need simple and productive approaches to handle this.
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