Win. Grow. Renew.
Winning business - Growing Accounts - Renewing Contracts
Winning Business
Where will your new sales leaders come from?
January 2024: Have you just lost a sales manager? Replacing sales leaders can cause massive disruption. If it hasn’t worked out with the departing leader, significant change is necessary. But what if actually, your business is on track and operating effectively.
Changing sales leader can upset the rhythm, best practices can be allowed to atrophy because the new leader is not clear on what activities drive success.
Perhaps consider developing your top sales managers into sales leaders. In the UK, there exist degree level programmes that do just that. Over two and a half years, working on projects that also directly improve current sales practice, individuals have the opportunity to step back, organise their thoughts and develop the approach to sales leadership.
For information and advice on Sales Leadership qualifications contact us at WGR Consulting
Growing accounts
Sales Playbooks have been around for decades but do they add value?
February 2024: There is evidence that sales playbooks make a difference; but the benefits for many firms are often marginal.
The primary cause is poor execution. Too often it is assumed that salespeople will read, understand and apply the knowledge from the playbook.
Don’t assume. Without a roll-out that includes ‘activation’ sessions to check understanding and start applying knowledge, you are probably wasting your time with playbooks.
Contact us for a chat on how sales managers can leverage existing sales playbooks to achieve success in 2024
Renewing CONTRACTS
The challenges of sales planning
March 2024: Data overload, adapting to shifting customer expectations, and out-manoeuvring competitors are formidable challenges for todays sales teams. Added to that is the need to maintain alignment with marketing and optimize resource.
Sales strategies must constantly evolve for relevance. To succeed, you must cultivate adaptability, data expertise, and customer-centricity in your sales planning, embracing change as a catalyst for growth in a dynamic sales environment.
Contact us and arrange a short meeting to understand how the sales planning can help maximize revenue and individual performance.
Do You Have A Sales Capacity Deficit?
The combination of attrition, open headcount, new sellers and unfilled growth headcount is affecting sales performance.
An SBI report estimated that companies faced a sales capacity deficit of over 50% in 2022. Nothing has changed in the past couple of years. This is still an issue.
Recruiting superstars is not an option for most, so many need to find other was of reducing any deficit.
Here are some thoughts:
– the cost of uncovered quota – empty roles – means that you are better off hiring ‘average’ sellers now and developing their competencies.
– Don’t fire salespeople, new or tenured, without making a real effort to develop their competencies. Make sure sales managers are fulfilling their role as leaders and coaches.
– Make sure your onboarding develops the competencies of sellers to the necessary level, and is not just a rapid tick-box exercise designed to satisfy an arbitrary metric for onboarding.
Sometimes you need to check in with your managers and teams and assess their motivation.
If you are looking for assessments that go beyond standard sales behaviors, consider those from Transform Performance International.
Their books, “The Leader’s Secret Code” and “The Salesperson’s Secret Code” provide great insight into the beliefs and values of high performers.
Check it out at: www.transformperformance.com
Arrange a meeting to discuss how this all works!