The Most Critical Mistake a Sales VP Can Make                                          11
Over 42% of SalesManagersdon’t hit   their  yearly number            22
Who needs a sales         manager if they      Can’t hit their number?A VP of sales might think…                          ...
Are you thinking the same?                                 44
How are you    measuring your sales    managers?...    Is it by quota     attainment         only?           If so…       ...
You are making the biggest mistake           a sales VP can make                                     66
When evaluating your Sales Managers in your talent managementprogram, you need to consider a minimum of                   ...
1   Turnover               Are you               losing ‘A’               Players due               to a bad Sales        ...
2   Lost Selling TimeDo they consistently have vacancies on theirteam? The number of selling weeks lost in a quarter has a...
3    Ramp to Productivity            How long does it take for a Sales Rep             to hit quota? If your Sales Manager...
4     Sales Team Quota DisparityHow many people on the team made quota?Are a few saving the many?Disparity can be a good p...
5    Historical Quota Performance              A missed quarter might not mean              much. Inconsistency though, ca...
The key is totake non-quota  metrics andcompare them   to quota  attainment                 1313
14Use a scoring tool such as this oneto see whether it is best to invest inthe manager or put them on the • 14bubble
Call To Action     • Involve more than quota attainment when assessing       Sales Managers     • Use both qualitative and...
Learn More For a more detailed overview: The Most Critical Mistake a Sales VP Can Make Enjoy the SlideShare? Click to foll...
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The Most Critical Mistake a Sales VP Can Make

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This post focuses on one of the biggest mistakes sales leadership can make around talent management.

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  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com
  • The Most Critical Mistake a Sales VP Can Make

    1. 1. The Most Critical Mistake a Sales VP Can Make 11
    2. 2. Over 42% of SalesManagersdon’t hit their yearly number 22
    3. 3. Who needs a sales manager if they Can’t hit their number?A VP of sales might think… 33
    4. 4. Are you thinking the same? 44
    5. 5. How are you measuring your sales managers?... Is it by quota attainment only? If so… 55
    6. 6. You are making the biggest mistake a sales VP can make 66
    7. 7. When evaluating your Sales Managers in your talent managementprogram, you need to consider a minimum of other than quota 5 additional metrics Some common Non-Quota metrics are…. 77
    8. 8. 1 Turnover Are you losing ‘A’ Players due to a bad Sales Manager? 88
    9. 9. 2 Lost Selling TimeDo they consistently have vacancies on theirteam? The number of selling weeks lost in a quarter has a direct impact on whether that9 Sales Manager hits quota 9
    10. 10. 3 Ramp to Productivity How long does it take for a Sales Rep to hit quota? If your Sales Manager can’t ramp new hires, it is a predictor of future performance 1010
    11. 11. 4 Sales Team Quota DisparityHow many people on the team made quota?Are a few saving the many?Disparity can be a good predictor of long term success. 11 11
    12. 12. 5 Historical Quota Performance A missed quarter might not mean much. Inconsistency though, can lead to deep root problems 1212
    13. 13. The key is totake non-quota metrics andcompare them to quota attainment 1313
    14. 14. 14Use a scoring tool such as this oneto see whether it is best to invest inthe manager or put them on the • 14bubble
    15. 15. Call To Action • Involve more than quota attainment when assessing Sales Managers • Use both qualitative and quantitative to measure their performance to date • Choose 5-7 Non-Quota Sales Manager Metrics and weigh them into the scoring equation tied to your customers’ needs and company objectives • Use / Develop a key on how to measure each metric • Determine any circumstances out of their control 1515
    16. 16. Learn More For a more detailed overview: The Most Critical Mistake a Sales VP Can Make Enjoy the SlideShare? Click to follow us on SlideShare Sign up for our Sales Force Effectiveness blog by clicking here Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com16
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