The 5 New Year sales management resolutions

By:TACK RomaniaOctober 30th, 2014RomaniaNo comments

David Scarfe


Sales Leaders face a new year…new goals… new challenges…how can you get the best start?

David Scarfe, Senior Sales Training Consultant at TACK International, takes a look at 5 new year’s resolutions that all sales leaders should set for themselves to have the best chance of hitting their 2014 sales targets.

1.    Get organized

Are your sales territoriesaligned with your New Year business goals and objectives? Will the sales targets you set for each area achieve your overall sales objective for 2014? Make sure that they are challenging but, ultimately, fair and achievable.

Have you got the right people with the right skills and behaviours to achieve the targets and goals that you have set? If not, a training and development plan and possibly a recruitment plan will be required.

2.    Set clear objectives

Goals and objectives are critical in focusing your sales team on what they need to do and where to focus the activity.  Getting the team aligned with your overall business objectives and setting common goals creates the focus required to develop a winning mentality within the sales team. Setting those relevant goals with meaningful rewards will also provide the stimulus drive your team towards adopting ‘best practice’ sales behaviours.

3.    Incentivise and reward

Getting incentives, commission and bonuses right is vital. Are you rewarding the behaviours that you know your salespeople need to exhibit to succeed in achieving your sales objectives.

Help your salespeople model their potential achievements and earnings for 2014 by identifying the customers and opportunities that offer the best chance of attaining their objectives, by the fastest possible route.

Best practice behaviours should be recognized in relevant context in your sales process, so that your salespeople can see the potential impact of theirbehaviour in generating desired results and rewards.

4.    Train, coach, mentor

First of all evaluate skills gaps in your sales team, against the competencies that you believe are needed for them to meet your objectives. This can be done during field visits, via Key Performance Indicators (KPIs)or, for a more objective analysis, via an ‘assessment centre’.

You can then ensure that any group sales training or individual field coaching that youdeliver focuses precisely on those skills gaps. Benchmark and measure improvement in those key skill areas.

Alongside any coaching or training, you can also set individual activity plans to improve performance, which can then be worked on during coaching sessions, making them even more impactful.

5.    Measure, evaluate and support

Through the use of good Key Performance Indicators, you can measure, evaluate and support your sales team. Ensuring best practice is replicated throughout the team.

You will also have better visibility of individual sales pipelines which will lead to more accurate forecasting.

 

David Scarfe

David Scarfe va sustine pe 13 si 14 noiembrie, la Bucuresti, cursul "Strategic Sales Managemet".

Pentru mai multe detalii:
office@tack.ro, 021 316 59 78.

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