Unlocking epic sales growth involves increasing the productivity of current sales reps by focusing on coaching, regular performance reviews, and fostering competition. Effective coaching should target the middle performers, while performance reviews should establish clear goals and pathways for improvement. Creating a competitive atmosphere reinforces motivation and accountability, crucial for driving organic sales growth.

1. The 3 key’s to unlocking
epic sales growth

2. Epic sales growth? Sounds good!
How do I get that?

3. What drives organic sales growth?
I’ll give you a clue, it’s not CRM software,
prospecting tools, lead scoring, pipeline
management or marketing automation.*
*These are all great, but turning good salespeople into great salespeople requires something
different altogether.

4. To summarise our goal, we’re looking to unlock
epic sales growth by:
• increasing the output of the reps we already
have
• with the product we already sell
• in the market we’re already working in.

5. How do we get sales reps to increase their
output, productivity and motivation?
1. Coaching & Leadership
2. Regular Performance Review
3. Competition, Quotas & Targets

6. Sales Coaching and Leadership
1. Focus on coaching the “middle 70%.
2. Studies show coaching effort aimed at superstars
and strugglers have little effect on sales results.
3. For the core 70%, the best-quality coaching can
improve performance up to 19%.*
4. Remember, salespeople respond well to
mentorship, guidance and constant feedback.
*https://hbr.org/2011/01/the-dirty-secret-of-effective/

7. Regular Performance Review
1. You cannot have coaching, without a review
process. Set weekly one-on-one meetings to
review the previous week’s performance.
2. Set clear goals each week, that can be followed
up on, in the next review session.
3. Salespeople want to “master their craft”. Make
sure you use the reviews to figure out the path
to success. Where can you rep improve and
how can they become better?

8. Competition, Quotas & Targets
1. We all know salespeople are naturally competitive! Use
the power of competition to unleash the energy and
spirit, that drives organic sales growth.
2. Set clear, achievable (but difficult to reach) targets to
boost performance and motivation.
3. Competition drives transparency, accountability,
real-time feedback loops and recognition. The most
powerful motivators of sales people.

9. Summary
Managing a sales force isn’t rocket science, however
driving organic, epic sales growth requires managers
and leaders who are focused on helping their
salespeople reach their full potential.
Coaching, performance review and creating an
“atmosphere of success” are the 3 keys to unlocking
epic sales growth in your sales organisation.

10. Build
sales heroes.