Sales Management

Leading a team and managing a team are very different activities.

We will help with all the key skills and processes necessary for the effective management of your sales team, including the running of sales meetings and ongoing one to one sales reviews with your sales people.

Sales Management

Leading a team and managing a team are very different activities.

We will help with all the key skills and processes necessary for the effective management of your sales team, including the running of sales meetings and ongoing one to one sales reviews with your sales people.

Inspiring Top Performance

  • Performance Management -  to enable a great performance you first must correctly implement a consistent and ongoing process of communication and measurement between the sales manager and their sales team. These measures should be aligned with the strategic and tactical objectives of the department, division and company. In our coaching engagements we will give you the advice that enables this to happen.
  • Customer Classification -  managing your customers through a classification process i.e. A, B, C and D with A being the ideal and D being those customers that cause your business to be inefficient and reduce profitability. This will enable you to focus your attention on those that have the best influence on results. We will assist you implementing this process so as to get the best return from your resources and sales effort.
  • Sales Person Onboarding -  there is always a period of time that you have to give a new sales recruit to “get up to speed”. By learning how to on board them effectively you can reduce the time it takes for a sale person to become effective and actively contribute to the team's overall performance. The process of onboarding identifies all the key stages and actively gets a sales person to a good performance quicker and planning it to happen in a proactive way.
  • Sales Meeting Facilitation -  a high quality and interactive sales meeting helps your sales team to get clear focus, increased motivation and an updated on any important company information. In order to get the very best from having your salesforce all in one place, it's essential that it's planned and managed properly. Our sales meeting facilitation process provides you with an ideal way in which to achieve a well thought through and effective meeting.
  • Written Sales Plan -  in our experience, it is rare to see a well constructed and thought through “written sales plan”. More typically we just see the sales team targeted to bring in the numbers. The benefits that come from establishing a written sales plan can be easily seen within those companies that have them. The sales force are always focused, driven and clear in what it is that they have to do and at the same time bring in the kind of client relationships, which will deliver the strategic plan of the company. The plan not only provides a route map but also an ongoing measure of success.
  • Identifying And Providing The Right Tools -  it is not unusual to find, the function that is under invested the most is the sales function, in terms of its tools to do the job. We see investment made in infrastructure and operational capability all the time but rarely in sales. We help our clients to understand what the correct tools are for a sales force to reach peak performance. This could be as simple as providing your sales team with the ability to communicate effectively with their customers, right though to a sophisticated CRM tool that helps them to proactively plan the activities of every customer they have

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Improving Business Performance Through People Performance