Sales Leadership ExcellenceDevelop Sales Leaders who develop explosively product teams and revenue generating engines.
Sales leaders today are simply overwhelmed with data and tasks. The proliferation of CRM systems and Big Data Analytics has fundamentally – and unintentionally – changed the sales leader role from one of sales coach and performance enabler to reporting junkie and data manipulator.
Many senior sales executives have inadvertently shifted their leadership accountability from revenue production and growth to revenue production analytics including every detail on every deal; they have effectively introduced micro-management in the highly complex, nuanced world of sales.
Our Sales Leadership Excellence (SLE) solution redirects sales leader accountability back to sales coach and performance enabler by helping you properly define your Sales Leadership roles (direct and channel), develop or refine the required operational execution processes and metrics, and raise the behavioral skill sets of your Sales Leaders.
Are your Sales Leaders clear on their role functions and accountabilities? Is their understanding consistent with their immediate superior’s understanding and the executive team’s understanding? Too often, valuable time and money resources are wasted on process and training projects that map to a disconnected, inaccurate, or ineffective perception of role accountabilities. In our experience, this is almost always the place to start a successful path toward leadership excellence.
Do your operational processes, tools and organization structure support both the organizational goals and the functional realities of your leadership role accountabilities? Too often sales organization’s operational processes, tools and organization structure are designed and implemented by resources who haven’t ever managed sales people and don’t have a full appreciation for the nuances and complexities of complex account and opportunity management. The end result is a set of processes that are only loosely followed, a set of tools that are rarely used, and an organizational structure that breeds inefficiency. Leadership excellence requires an honest and holistic review of the organization’s leadership processes, tools, and organizational structure.
Are your Sales Leader resources developing highly productive and consistent revenue-producing teams? Are they recruiting, hiring, and developing skilled sales and sales support resources, while at the same time removing roadblocks and helping advance key opportunities? Sales excellence means shifting your Sales Leader resource skills from forecast disciplinarians and report analyzers to exponential growth team builders and coaches.
Is your team suffering from leadership fatigue? Do they need a boost in morale, a vision of success to strive for, or some encouragement from someone who knows just how tough managing a sales team can be? Every leadership excellence journey requires some level of outside team motivation to keep everyone excited and heading in the right direction.
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