Are You Confident in Your Sales Team's Performance

For starters, very few C-Level and Investors are even close to being satisfied with the results. Even when growth is better than all of their competition they believe in and want better performance. Most have detailed discussions with sales leadership, do analysis of the quarterly results and after some time hire a new leader and team and start the process again. Sometimes better results emerge; however, most of the time it is just happenstance for short period of time. Money and opportunity lost...

The Problem:

Most sales leaders have only built a couple of sales organizations at best, are a bit too confident and are many times at a conflict of interest when discussing how to improve results with their leadership. I estimate about 25% truly know what they are doing and are currently putting your company in position for success. When investing, this does not seem like a very good bet with a start-up or turnaround business with all of the other variables.

A Proposed Starting Point:

There is no quick fix; however, there can be a change to more successful, repeatable and predictable performance. Here is what I would recommend:

• Find out why you win. Work directly with the top sales performers and replicate the results with their methodology. Start to document and create the winning process.

• Perform an analysis of your sales strategy, process and organization and make sure that the gaps are addressed with the winning process in mind.

• Coach your sales leaders and build a team around success. Coaching is more than training… it is in the field sales execution and mentoring.

It seems very simple, correct? With company politics, market place dynamics, and competing strategies; it is the execution of the above which is complex.

A Next Step:

We at JumpStart Sales Consultants can improve the situation. We have helped many technology companies; some invested in by Blackstone, Advent International, ATV, and Tinicum among others… May we have a 20-minute chat? I am sure you will get at least one or two improvement ideas many times worth your time investment. For more information, please check out our website at www.jumpstart-sales.com.