| 1. Selection - Recruiting and selecting the right talent | | | | 6. Support Systems including activity scorecards, |
| needed for each sales position is the single most | | | | technology, pipeline forecasting, territory plans, lead |
| important skill of sales management. | | | | generation and strategy worksheets provide the tools |
| 2. Raising the Bar- Sales and service improvement is | | | | to implement change. Tool development is not a |
| an outcome of deliberate, planned actions over time, at | | | | one-time effort, but a continuous process of enhancing |
| all levels. "Raising the bar" must be the primary | | | | the tools, modifying them, and applying them to the |
| objective of sales and service leadership. | | | | business. |
| 3. Sales Process - Documenting your sales | | | | 7. Focus Coaching sustains excellence and builds |
| methodology and Best Practices both for salespeople | | | | employee loyalty. Coaches are the catalysts of team |
| and sales managers provides a "Framework of | | | | and individual effectiveness. Their ability to tap and |
| Excellence" for improving your selling system. Once | | | | stretch the capacity of each individual generates |
| documented, the sales process drives hiring, coaching, | | | | power and momentum. |
| training, and marketing support efforts. | | | | 8. Training is the #1 intervention to communicate |
| 4. Change - People change behaviors because they | | | | expectations, to stimulate growth, to lift individual |
| want to, because the value of change is compelling, | | | | performance. It must be a core practice, consistently |
| and because it benefits them significantly as individuals. | | | | applied and customized to fit your organization. |
| If you want to change selling behaviors, actively | | | | 9. Compensation and recognition practices must be |
| engage your people in the solution. It is their ownership | | | | aligned to strategy. Alignment creates leverage and |
| that ensures long-lasting change. | | | | increases the potential to maximize revenues. |
| 5. Measurement is the essential ingredient of process | | | | 10. Customer Retention is the ultimate barometer of |
| improvement. Without clear expectations for activity | | | | success. Its focus is indispensable, and everyone in the |
| and performance, sales improvement efforts seldom | | | | organization must take ownership for their role in |
| hit the mark. | | | | adding value and enhancing the customer experience. |