Sales Management - Are You Ready To Be World Class


Published on

The linchpin is sales performance is the quality of your sales management team. In this case study, the field management team was full of promoted super-reps that knew how to sell but were held back by a lack of professional sales management skills. The solution was a custom built sales management academy. A presentation by Sales Benchmark Index.

Published in: Education, Business
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • Contact us if you would like to understand how you can leverage benchmarking best practices for sales management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web:
  • Sales Management - Are You Ready To Be World Class

    1. 1. Sales Management<br />Are You Ready To Be World Class?<br />
    2. 2. The Situation<br />$400M Environmental Services Co. faces:<br />History of failed sales force effectiveness initiatives<br />Risk in upcoming roll out of new custom sales process<br />High turnover and no defined sales management career path<br />Sales Leader wants to:<br />Upgrade sales management skills<br />Ensure success of new sales process roll out<br />
    3. 3. What Did Not Work<br /><ul><li>Sales operations had taken on an expanded role in sales force skills training
    4. 4. HR provided generic management training to sales managers
    5. 5. More sales managers were added to allow for increased field time with reps</li></li></ul><li>What Did Work<br /><ul><li>Sales Management Assessment:
    6. 6. Interviews, Surveys
    7. 7. Field observations
    8. 8. Benchmarks
    9. 9. Root cause - A high proportion of promoted super-reps in sales mgmt
    10. 10. Lacked coaching skills
    11. 11. Focused on late stage instead of full pipeline
    12. 12. A Custom Sales Management Academy developed to address specific needs</li></li></ul><li>Sales People Interviews (Extract)<br />“My manager is a good closer but offers no help on building my pipeline”<br />“The only sales coaching I receive is the periodic training courses we go through like SPIN”<br />“My manager is always saying ‘you can do it’…is that what you mean by coaching?”<br />“My manager rarely spends time in the field with me”<br />“We do not have a consistent scheduled 1-on-1”<br />
    13. 13. Survey (Extract)<br />Managers’ self assessed weaknesses run contrary to sales team’s perspective<br />Managers noted Field time and 1-on-1’s are not a weakness compared to other areas<br />
    14. 14. Manager Observations (Summary)<br /><ul><li>1-on-1 calls are deal updates
    15. 15. Do not re-visit action items from annual performance review
    16. 16. Conduct team calls without a defined agenda
    17. 17. Do not reinforce prior sales training
    18. 18. Unfamiliar with behavior coaching techniques </li></li></ul><li>Sales Mgmt Academy Overview<br />
    19. 19. Academy Content (Samples)<br />
    20. 20. Academy Content (Samples)<br />
    21. 21. The Result<br />
    22. 22. Learn More<br />Contact us to hear the rest of the story...<br />Email -<br />Phone - 1-888-556-7338<br />Web:<br />