Sales Teams and a Sales Process

This year has been an interesting year in the life of many sales professionals. For those focused on field based Account Management, they have found themselves working from home, maintaining relationships without visiting their clients, for those in new business development, they have been forced to make remote working a success without the benefit of meeting people in public.

Some organisations have started to look at their sales team to analyse where one is needed for account management while others have looked at making the office based sales team more focused on new business development. We live in interesting times.

One thing is for certain, the numbers do not lie and analysis of the numbers mean a huge amount when making decisions about sales.

While it is always important to focus on the outcome and not to micromanage, you still need to have access to the data when the desired outcomes are not being delivered. If you do have a sales team, you need to understand the cost of the sales team and the sales required from that team member needed to justify their existence and what they need to generate for the company. This will be impacted by the repeat nature of some of the clients and the margin being achieved per sale.

Most sales managers and directors do not have access to this data and as a result invariably make wrong decisions about their team.

When we work with our clients we help to establish the collection of activity based metrics so that we can make informed decisions. When we have activity levels, we can focus on the quality of activity, we can focus on areas where the results from the activity are not on par. This again speeds up the recovery process and makes sales people more efficient and effective.

Sales team need measurement and number and they need these to hand all the time. Without them you have an expensive resource, more than likely under utilised.

Talk to Derek today if you want to boost your sales performance.