Transforming a company's sales may seem like a huge undertaking, but it's not nearly as big as construction in Montreal.
All joking aside, any sales transformation project must be well marked out to ensure its success. And, believe me, this phase of reflection and marking out is an integral part of the transformation process.
If we summarize the dimensions of sales transformation, there are 2 main ones:
Here, I share 7 keys to a successful sales transformation for your business.
You have certainly not escaped the current workforce challenges.
The number one issue that challenges businesses is the talent shortage. Businesses, especially small and medium-sized businesses, need to recruit qualified employees for their day-to-day operations and growth. While sales may not be the area where you hear the most about the shortage of resources, the problem is still very real.
The second challenge is to retain talent in companies. There is a lot of talk about the phenomenon of the "great resignation", which leads to increased mobility of talent and numerous reconversions.
Have you ever wondered what an airplane pilot does before flying their passengers from point A to point B? No matter how many years of experience they have, their routine will almost always remain the same. Before a flight, the pilot will always go through a complete and accurate checklist to make sure that everything they need is functional and available.
The usefulness of a CRM for sales people is very similar to the checklist that the pilot uses before departing. This is why it is important to have a good implementation of your CRM and to fill it out adequately with quality data. Do you think that a pilot could venture into the air with an incomplete and imprecise checklist to check before departure?
As we have often discussed, sales managers have 4 main roles in the day-to-day management of their sales team. This involves coaching, which should represent 50% of their work, holding their reps accountable, motivating them and ensuring the recruitment of the best talent.
Among these essential responsibilities, accountabilty is generally the one that causes the greatest discomfort for many managers who fear resistance or even their sales representatives quiting. However, a lack of control over your team can have significant consequences on the achievement of sales goals and on the performance of the organization as a whole.
Since the notion of accountability is still poorly perceived today, I share with you 3 common management errors and how to ensure better control over the discipline and performance of your best players.
Since I started working at Prima Resource, I have had the opportunity to greatly improve my knowledge and skills in sales management. This has helped me discover certain aspects that I wish I knew when I was a sales manager and that would have completely changed the way I made some decisions in this role.
Among all that I learned, there is one fundamental element that really caught my attention and that definitely would have made all the difference: the importance of using specific evaluation tools for sales, such as Objective Management Group's evaluations. These tools make a huge difference in coaching salespeople and they would have made me a much better sales manager than I was.
When business leaders implement a transformation program for their sales force, they inevitably encounter resistance within their organization.
First of all, a certain amount of resistance to change from the sales team is a common occurrence. However, if they are closely monitored and held accountable for their actions, this resistance should disappear after a few weeks.
Since joining Prima Ressource, I've had the opportunity to greatly expand my knowledge and skills in sales management. It allowed me to discover some things I would have loved to know when I was in a sales manager position, that would have completely changed the way I acted in that role.
Among all that I have learned, there is one fundamental component that caught my attention and that would have made all the difference: the importance of using specific sales assessment tools such as Objective Management Group's assessments. These are tools that make a huge difference in sales coaching and that would have made me a much better sales manager than I have been.
After reading the “ State of Inbound 2018 ” report, I was struck by the data it revealed concerning companies’ top sales priorities. The statistics have proven that there’s a global problem in defining sales priorities.
The report, which compiles the responses of over 6,200 leaders from around the world, states that the leading priority in all geographical areas is closing more deals ; followed by improving the efficiency of the sales funnel. On these two priorities, leaders from around the world are unanimous.
As a sales manager, the ability to coach your reps is the most predictive element of your success. The type of environment surrounding these coaching sessions is the difference between their helpfulness and their uselessness.
The 3 most important qualities for a good sales coach are :
1. The ability to listen ;
2. The ability to keep from interfering ;
3. The ability to build positive relationships with their reps.
As a sales manager, your daily concern is probably to make your team better, improve sales and increase overall performance. It's a huge responsibility that requires considerable work sustained by strong coaching, motivational skills, as well as holding your representatives accountable.
Unfortunately, it's possible that your efforts may not be as successful as you'd like. One reason sales managers don't thrive as much as they'd like is their limiting beliefs. Some are related to sales, but others are strictly related to sales management.
Here are 4 beliefs that can hinder your effectiveness when managing your sales team.