Does your organization need support in sales management? Here are a few questions that will help you decide if your organization is positioned for success.
Q: What mind-set do organizations with high win rates (50-70 percent) have in common?
A: They understand the Buyer’s Journey and know that making a sale is about solving problems.
Q: Who is responsible for developing this mind-set?
A: The sales manager.
Q: Who’s asking the tough questions and providing proven tactical coaching?
A: Typically someone who is not qualified.
Observation: One of the most common problems that we encounter in business is a sales force that is reporting to a non-sales executive, manager, or president. Often, these managers do not have any sales or sales management experience. Consequently, they are easily frustrated and irritated, thereby frustrating and irritating the sale force. Unfortunately, this arrangement leads to high turnover and too much time and money spent on non-sales activities that do not drive new business.
The solution: Leverage one of 360SF’s experienced sales managers to lead the charge in winning new business without incurring collateral damage by talented people that lack a little direction, accountability, and tactical guidance for navigating complex sales opportunities.
We will start by documenting and developing an easy-to-use sales process with work flow and decision tree mapping to ensure consistent repeatable success. We consider the sales process the science of the sale: the sales manager and team provide the art of the sale.
