the playbook for sales management 6-6-18ascensionstrategy.com/2015/wp-content/uploads/2017/05/...the...
TRANSCRIPT
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PURPOSEFUL SELLING
The Playbook for
Sales Management
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Crafting a sales strategy creates a roadmap for
your sales team that can be measured,
monitored and implemented.
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Inside and outside sales
teams must be actively
managed and coached in
order to perform at their
maximum level.
S A L E S T E A M S
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Sales leaders must establish
a consistent review process,
provide ongoing coaching
and ensure proper alignment
in the sales organization.
SALES LEADERS
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A well-defined sales
strategy is crucial to
establish a clear framework
from which sales reps can
create their own style that
aligns with your company's
objectives.
S A L E S S T R A T E G Y
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The following are tips that progressive sales
leaders can use to help motivate sales reps
to succeed and drive revenue.
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Having A Structured Sales
System in Place is Essential
1
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Structure influences behavior
and makes people more
effective.
For continuous improvement,
it's crucial that sales territories,
quotas, and compensation
are well aligned.
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Bench marking the sales team
allows management to assess
individual performances and
respond accordingly.
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It is critical to identify activities
that can have the greatest
impact on sales if applied over
the next 3-6 months.
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Emphasize Best Practice
Consultative Sales Training
2
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Your sales team functions as
your front-line soldiers charged
with driving top line revenue
growth while increasing market
share.
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Work with your reps to identify
sales skills and then create
personalized development plans.
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Encourage Team Selling3
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Team selling is often more
lucrative than the "lone wolf"
approach. Sales collaboration
often creates better results.
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Obtain perspectives from the
sales team and use them to
determine what does and
doesn't work in the marketplace.
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Don't be Afraid to Ask
Questions
4
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Progressive organizations
encourage open and ongoing
dialog between sales and senior
management with a focus on
key revenue growth issues.
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Holding bi-monthly or quarterly
“check in” sales reviews to
updates management on key
issues, challenges, and
competitive activities that
can impact top line revenue.
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trains sales organizations how to develop
territory, account, and major opportunity
annual growth plans.
Ascension
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We look forward to working with you to make the most effective marketing campaign.
Thank You
ASCENSION GROWTH & INNOVATION STRATEGIES
TO LEARN MORE ABOUT
ASCENSION PURPOSEFUL SELLING℠ + IMPACT PLUS℠
CONTACT PHIL BUSH, [email protected]
OR CALL 404.250.4547