Leadership to Improve Sales Performance
Improving sales performance requires leadership across the entire organization—from sales, sales operations, and sales compensation to information technology, talent management, and finance. Everyone has a key role to play to reach the goals of the organization.
As a sales leader, your role is wide and varied—from hiring and onboarding to coaching and training to recognizing and motivating people. The buck always stops with you, but how well are you able to drive sales performance?
- Get the sales force to rapidly adapt to changes in strategy
- Use sales performance data to coach and improve your staff
- Understand market conditions and be ready to make mid-stream changes
- Help people to see how they can achieve their compensation goals
In your role as a strategic partner to the sales organization you are often looked upon to rapidly adapt operational, analytical, and other business processes to align to the sales strategy. But do you have the right tools and systems to make sales operations efficient and productive?
- Proactively enable the sales organization to adapt to market challenges
- Put systems and process in place to improve operational efficiency
- Accurately calculate incentive compensation and sales commissions
- Provide actionable information to salespeople and managers
Sitting at the heart of sales performance management, sales compensation management is the core business process for driving desired selling behavior and helping people to understand sales goals. But, how much are you able make a difference?
Creating a system of record for all compensation data is the ultimate game-changer for sales performance management. But, how will you make an impact?
- Take advantage of built-in agile process design
- Reduce sales operations costs
- Redirect IT resources to more value-added tasks
- Decrease time to value
When it comes to improving the effectiveness of the sales force, talent management leadership is often called upon to actively participate in the process. How will you bring value?
- Ensure new hires are on board and productive quickly
- Guide development of coaching plans and objectives
- Recruit the best talent and decrease the risk of bad hires
- Manage variable pay by linking objectives and rewards to performance
Long gone are the days when the CFO passively accepted the sales guys saying how much they were going to sell or what the ratio of account executives to engineers should be. Now, finance executives are part of the sales performance management leadership team. How well prepared are you to bring value to the process?
- Communicate how the sales goals align with business objectives
- Provide visibility into sales performance across all channels
- Deliver guidance on compensation performance
- Analyze sales data to inform incentive compensation plans
You crafted an amazing strategy for improving sales performance, but it’s taking longer than you expected to execute the sales strategy. Why? Perhaps because of lack of organizational agility.
- Rapidly and effectively execute sales strategy
- Drive the right sales force behaviors
- Enable salespeople to produce desired sales results
- Continuously adapt and improve sales performance
Your demand generation efforts result in new leads but the sales force seems to drop the ball. Why? Perhaps sales and marketing aren’t on the same page and the lead nurturing process needs to be automated.
- Increase sales force productivity by having them focus on the leads most likely to buy
- Improve sales performance by providing the content to the right people
- Better manage leads further through the sales funnel with salesperson-initiated marketing campaigns
- Provide insight through marketing and sales analytics
Improving sales performance requires leadership across the entire organization—from sales, sales operations, and sales compensation to information technology, talent management, and finance. Everyone has a key role to play to reach the goals of the organization. Contact us today to find out how you can be better prepared.