Sales Team Performance
Technology, generational gaps and other factors make it difficult to build a successful sales team that drives consistent growth.
The status quo isn’t working anymore. Maybe your business isn’t growing the way you’d like, or even worse it’s shrinking. Maybe you’ve lost your largest client, or many clients have moved on.
You need to make a change, you need to take action. But, what do you do?
Problems Worth Solving
Healthy companies are growing companies. If your business isn’t growing the way you’d like there could be a number of contributing factors.
- Sales team lacks effective leadership
- Salespeople are complacent, tasked with account management instead of new customer generation
- You promoted your best sales person to management
- Your sales team lacks new blood
Selling today is more complex than ever, and many businesses have misguided expectations of their salespeople. It’s very difficult today to not find the customer, develop the solution for the customer, come up with pricing for the customer, present that information to the customer, close the business and then ultimately transition that work into an organization. Oftentimes we expect the salesperson to do it, and really what we’re doing is setting them up to fail.
The Vx Group Solution
We begin by working with you to understand your business goals, then create a sales organization culture that’s aligned with those growth goals, including:
Frequently Answered Questions
Both questions could be answered with, “yes,” but that depends on your long-term business goals, corporate culture, ideal customer base and more important factors. Your search for the right salesperson begins with developing an Ideal Candidate Profile.
If you’re asking this question, the answer is probably “no.” In our experience, sales leaders start asking this question when they get a gut feeling that something is wrong – stagnant sales, missed opportunities, lost long-term clients are all signs. Now that you know the answer, what are you going to do about it?
In most cases, yes. Oh, sorry, that was an ‘or’ question. No, you don’t need business development salespeople or account managers, you need business development salespeople AND account managers. More importantly, your sales staff should not double as your account managers. We’ve worked with companies to define roles, compensation packages and strategies for both.
Compensation should be determined by a number of factors including salesperson performance, position expectations, skills required, travel and more. For most people, pay is a motivation. If you have a well defined sales strategy, rewarding sales and new customer acquisition, your sales staff should be motivated to meet or exceed your goals. Unfortunately, many companies haven’t established a realistic strategy, meaning their sales staff is either over motivated to underperform, or they aren’t motivated enough to perform at all. Is your compensation strategy optimized for performance?
If you have a panic button, now would be a good time to think about pressing it. You could have the best sales staff in the world, but without great leadership your team could be severely underperforming. If you’re interested in growth, you need great sales leadership, and we can help.
Trick question! Your company’s individual sales and growth goals should determine the metrics you should be evaluating your team with. There isn’t a one-size-fits-all answer to this question, but there is an answer.