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Sales Growth Teams Drive Revenue

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Sales Growth Teams Drive Revenue

  1. 1. Executive SummarySales Growth Teams Drive RevenueAchieving ever-increasing revenue targets requires that new recruits and averageperformers are equipped with the right tools, resources, training, and knowledge.Establishing a Sales Growth Team can help you transfer sales & marketing BestPractices from your top performers to those who need them most. Use DemandMetrics downloadable Sales Growth Team Charter template to set a mandate for thisnew team.What are the Benefits of Sales Growth Teams? • Increased Performance - when Best Practices are shared between top performers and those struggling to hit their goals, both the coach and the trainee typically increase productivity, which drives performance. • Process Improvements - as leaders in the Sales & Marketing departments begin to analyze how they do their job effectively, suggestions for improving processes are a natural result. Gaps in training, system limitations, and other inefficiencies are identified and can be rectified by the Sales Growth Team. • Open, Honest, Communication - establishing a Sales Growth Team is an excellent way to keep a pulse on the perceptions of your sales & marketing staff. Having a forum to informally communicate what is not working well will certainly provide insight into the real issues your team is facing.Key Responsibilities of Sales Growth Team: • Provide Leadership for Sales & Marketing - by ensuring that high-level strategic initiatives are translated into operational goals, activities, and processes. • Develop New Recruits and Average Performers - into top performing Sales Representatives by providing coaching, sharing Best Practices, and understanding training limitations & knowledge gaps. • Ensure Open Communications - between the Sales & Marketing departments and the senior level executives responsible for sales & marketing strategy. © 2009 Demand Metric Research Corporation
  2. 2. Executive SummaryAction Plan: 1. Discuss with Steering Committee - hold a meeting with you senior management team or Sales & Marketing Steering Committee to discuss the impact that a Sales Growth Team could have. Brainstorm current areas of weakness that could be assisted with an operationally focused team. 2. Communicate Concept to Staff - once you have secured buy-in from the management team, communicate the concept to your sales & marketing staff to obtain their feedback and spark interest in joining the team. Be sure to point out that extra-curricular involvement like this will certainly be appreciated and is expected of department leaders. 3. Build your Team - you will need a Sales star, a well-rounded Marketing leader, a high-potential new recruit, and a solid performing veteran. These people will have different perspectives on what needs to change in order for revenue to grow. 4. Establish a Charter - as with any team, you need to set a mandate and document the key responsibilities for your Sales Growth Team. Use our downloadable Sales Growth Team Charter template as a baseline. 5. Schedule Monthly Meetings - having a monthly meeting to discuss challenges, breakthroughs, and report on progress of larger projects is a great way to keep your team engaged and motivated. 6. Identify Sales Growth Issues - once you have agreement on the role of the team within the organization, begin to identify the key issues that are preventing revenue growth. Prioritize your list and start with items that are high impact and relatively easy to solve. Delegate specific action items to team members and communicate progress at your monthly meetings. 7. Communicate Successes - as your team solves problems, be sure to communicate the results of your efforts. If a new recruit doubled monthly revenue by working with a Senior Sales mentor, let management know.Bottom-Line:Organizations that have a dedicated team responsible for achieving sales growth aremuch better at developing staff, keeping motivation high, and identifying areas forprocess improvement. Launch your Sales Growth Team and start driving revenue. © 2009 Demand Metric Research Corporation

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