Implement Sales Management Tools & Metrics

Common Problem: Sales Manager lacks proper sales management tools

For organizations selling via a direct sales team, it is quite typical to see underperformance or variations in individual sales results. The problem may stem from how the team is being managed.

Impact:

Inconsistent sales performance
Difficulty understanding the ‘why’ behind the results
Management telling sales to ‘sell more’ without the ‘how’
Frustration between a sales manager and his/her sales team
Anxious sales team that is unclear about sales management’s expectations
A passive/reactive team that ‘waits for the phone to ring’

The Solution:

Many sales managers view their primary role as being a “sales resource” to their sales team to help them on a customer by customer basis. While those are key responsibilities, a consistently effective team requires their sales manager to provide sales leadership and direction regarding targets and key sales metrics, as well as develop their teams’ skills.

Focus America will work with you to build a Results-Based Sales Management philosophy and approach to managing the team. This starts by first ensuring that very specific annual targets are set - by role. Next, we agree to key sales metrics that need to be measured (by role) and reverse engineer the targets to provide quantitative objectives for each key sales metric. Lastly, we implement this structure into your organization via the Personal Monthly or Personal Quarterly Objective tool (PMO/PQO).

The PMO or PQO will ensure your sales leadership works hand-in-hand with each sales person to:

Establish clear and detailed quarterly objectives (including skill development),
Evaluate their performance against those objectives,
Identify obstacles that are impeding performance, and
Build an action plan to resolve those obstacles.

Focus will work hand in hand with your sales manager to implement this process. This typically involves coaching and training the Sales Manager by working hand-in-hand with them as they manage their team – in a transitionary approach.

NOTE: If you do not have a Sales Manager, Focus can:

a. Recruit and train a Sales Manager for you while building the sales management infrastructure

b. Act as your interim Sales Manager