Improve a Sales Team

Enable your sales team and managers to execute with precision – – effectively, efficiently & predictably
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Common Causes of Failure When Work To Improve a Sales Team

#1 Management Lacks Process Improvement Expertise in one or more of the twelve required sales processes i.e. sales call approach, sales management practices, sales strategy and forecasting, sales organization design

#2 Unrealistic Expectations have been set for sales managers i.e. make sales calls, hire and manage salespeople, deploy sales technology, manage office space, and build sales strategy and forecasts

#3 Incomplete, Missing and/or Conflicting procedures, information, policies, and guidelines required to improve sales team

#4 Time Pressure to shorten sales cycle time and generate immediate revenue results to cover the cost of improving the sales team

We Use The Chief Sales Leader Framework™

To avoid wasting time, money & morale when improving the three (3) strategic and twelve (12) operating sales processes that enable a sales team to execute with precision – – effectively, efficiently, and predictably

The Chief Sales Leader Framework™
The Chief Sales Leader Road Map™

Steps To Improve A Sales Team

How To Improve a Sales Team

Step 1 – We Start At The Sales Call and Work Backwards Because:

  1. That is where the buyer resides and we can learn about our messaging
  2. The cash register rings – – to generate short-term revenue
  3. Time-saving lessons are learned for improving the (3) strategic and twelve (12) sales operating processes that are required for a sales team to execute with precision – – effectively, efficiently, and predictably

Step 2 – Understand The Buyer Decision Process

  1. What answers do buyers need in order to make a purchase?
  2. What questions do buyers not know to ask about your offering?
  3. What is the right sequence of questions and answers to engage?
  4. What are you asking them to start and stop doing?
  5. What are the ten reasons why they will so “no” to purchase?
Step 3 – Update Value Prop & Sales Call Guide
  1. Open the sales conversation
  2. Investigate buyer needs and qualify them
  3. Demonstration your solution
  4. Present pricing options
  5. Negotiate and close the deal
  6. Handle objections at any point during the conversation
Step 4 – Update Sales Appointment Setting Approach
  1. Define target industries, companies and buy points
  2. Find contact information i.e. email and phone
  3. Craft message to get buyers to say “yes” to an appointment
  4. Request appointments via email and phone
  5. Deploy marketing automation to sustain contact
  6. Track appointment setting results i.e. email and phone
Step 5 – Assess Your Sales Team To Pinpoint Problems and Prioritize Improvements
We recommend using The Chief Sales Leader Framework™ because it provides a comprehensive framework that covers the three (3) strategic and twelve (12) operating processes that are required for a sales team to execute with precision – – effectively, efficiently and predictably.
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Part 1 – Sales Strategy
  1. Sales forecasting for revenue, sales pipeline activities, sales productivity, staffing requirements and selling expenses
  2. Sales and market planning by industry, geography, buy-point, product, and service, buy point, etc.
  3. Sales organization design to get the right salespeople to the right place at the right time
  4. Sales culture to ensure that sales call execution is being reinforced
Part 2 – Sales Execution
  1. Sales procedures for lead generation, appointment setting, new customer acquisition, customer onboarding, customer service, account management renewals, cross-selling, and win-backs
  2. Sales technology including CRM, marketing automation, customer service, phone, auto-dialer, sales library, productivity, project management, territory mapping and routing, and human resources
  3. Sales content for awareness building, purchase evaluation, company information, product and service information, pricing and proposals, promotional materials, contacts and customer service help desk
  4. Sales people for hiring, onboarding, coaching, compensating, rewarding, evaluating, training, developing future sales leaders, and succession planning
Part 3 – Sales Evaluation
  1. Sales measurement for tracking sales activities, sales opportunities, and contact history
  2. Sales analysis for internal activities, results, and trends; as well as external events and trends
  3. Sales reporting for industries, buyer companies, sales activities, revenue, sales regions, and salespeople
  4. Sales process improvement for gap analysis, problem identification and prioritization, improvement planning, and improvement reporting
Step 6 – Create Current State Process Maps, including:
  1. Procedures
  2. Policies
  3. Measures
  4. Employee Training Manuals i.e. Wikis, Sales Playbooks
  5. Reporting
Step 7 – Create Future State Process Maps, including updates and additions to:
  1. Procedures
  2. Policies
  3. Measures
  4. Employee Training Manuals i.e. Wikis, Sales Playbooks
  5. Reporting
Step 8 – Train Employees In New Process
  1. Design training materials
  2. Craft training scripts
  3. Conduct training webinars and workshops
  4. Measure training performance
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