If he doesn’t get this deal closed this month I’m going to have to put him on a plan. Why can’t they all sell like Dave?
My schedule is crazy; the forecast is going to take all afternoon with three sales calls to be on this morning and three new sales candidates to interview. Plus, with outdated data in the CRM system, my forecast will be way off again. I also need to get with Marketing and tell them to do something about the quality of the leads. Oh and let’s not forget the acquisition we just made. That’s probably going to mean another re-organization, more training, new people, new systems, new products, new comp plans and territories. How am I ever going to get my team to perform?
As a sales leader or sales manager, your existing customers are your bread & butter.
Sales managers need to be involved in managing behaviors among their sales personnel that directly lead to sales.
Without a repeatable process, proper tools and coaching, sales is a crapshoot.
Utilize a mathematical formula to determine exactly how many opportunities are in the pipeline at any given time.
Without a pre-defined sales process, your sales team has no way of knowing if an opportunity is going to close.
When different people are continually unsuccessful, it’s time to realize you have a process/structure problem.
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