SOEE what’s new...
Sales performance is a very extensive and complex topic. Sales expertise is acquired through experience, continual learning, training, and professional development. Managing expectations, pipelines, prospects, deal strategy, emotions, and sales forecasting is challenging. This article will focus on foundational concepts to enhance sales performance through strategic and tactical operations.
Preparation, planning, and organization are important attributes to sales success.
SOEE what’s the solution...
Identifying and managing the “universe” of sales prospects allows organizations to focus on high potential targets. Through market segmentation, strategy can be developed, and opportunities identified. Successful sales teams leverage Customer Relationship Management (CRM) technology, create sales process, and manage data assets. In addition, high-performance teams foster organizational alignment to further enhance prospect engagement and improve the customer experience.
In many cases, sales performance is impaired by lack of foundational sales discipline.
Territory Management: Defined market segmentation
Business Development: clear, focused growth strategy
Marketing: Sales and business development alignment
Account Targets: Identified, structured database
Contact Data: Current,
Sales Reporting: Accurate,
consistent sales process
Although these foundational elements may seem fundamental, high performing sales teams continue to improve, master, and perfect each area. The result is clear vision, enterprise alignment, accurate data, new insights and analytics to improve sales performance.
SOEE what's the value...
Delivering consistent sales results requires ongoing analysis of data, process, and technology. Performance analytics should be reviewed daily, weekly, monthly, and quarterly. Continual evaluation allows organizations to identify trends, isolate areas of opportunity, and establish benchmarks for year over year comparisons.
Developing a high-performance sales team is never complete. Sales must constantly evolve as the market changes, competition erupts, and technology advances. Talent acquisition, coaching, and assessment of each individual contributor is the final component to building a great team. The combination of talent and visionary leadership is the linchpin to amplify tactical execution and ultimately impact revenue growth.