webinar: build a world class sales team

5 Key Factors to Create a World Class Sales Team

1. Knowledge (Products, Offers, Processes) 2. Right Talent (Fit For Purpose) 3. Empowerment (Freedom to Act) 4. Real Time Information (Decision making) 5. Leadership (Vision, Guidance, Motivation and

Coaching) (Strategy, Processes, Support, Metrics)

BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM

I. Sales Leadership:

Many leaders rely primarily on sales metrics and timelines to drive performance. Highly effective sales leaders apply coaching methods that are individualized to each team member, recognizing their strengths and weaknesses while motivating them to unlock their potential and inspire others.

Traits of a Great Sales Leader:

• Clearly articulates a vision and team purpose • Individualized attention without favoritism • Manages qualitative and quantitative objectives (metrics) that are achievable and clearly

defined • Provides the necessary tools for continuous learning, self-appraising and tracking key

metrics (Training, Gamification, CRM, etc.) • Source of unconditional support and encouragement to the team (Has their backs) • Coaching according to the needs of each team member (relevance and frequency) • Promotes collaboration and values collective intelligence • Recognizes individual and team achievements on a timely manner

TRAITS OF A GREAT SALES LEADER

II. Alignment between Strategy, Processes (Practices) and Metrics

Each sales strategy must embrace the initiatives, processes, milestones and metrics necessary to achieve their ultimate objective. To foster an execution culture, every aspect of this process must have specific owners, clear metrics and consistent communication.


1. Conocimiento (Productos, Ofertas, Procesos) 2. Talento Correcto (Compatibilidad con

Responsabilidades) 3. Apoderamiento (Libertad para Actuar) 4. Información en Tiempo Real (Decisiones) 5. Gestión, Motivación y Coaching (Procesos, Acompañamiento, Métricas)

Estrategia

Iniciativa

Proceso

MétricasReconocimiento

Evaluación

Mejora


STRATEGY

INITIATIVE

EVALUATION

IMPROVEMENT

PROCESS

METRICSRECOGNITION

III. Don’t be Fooled, Talent is your most important asset!

The best sales leaders identify, hire and retain the best talent available. If you seek extraordinary results, hire and retain extraordinary talent and invest in their mentoring, training and development.

Identify people whose skills and values are compatible with the culture, strategy, products and processes sought by your organization.


TRAITS OF A GREAT SALES PROFESSIONAL

• Presence • Interpersonal Skills • Curiosity • Good Listeners • Persuasive • Validate (Confirm) • Passionate about Customers • Trustworthy • Consultant (Not sales (man/women))

“Outstanding people have one thing in common: an absolute

sense of mission” Zig Ziglar

IV. Process: Enabler or Inhibitor?

Each sales team adopts a series of common practices that defines how they interact with their customers and the steps they follow to identify, qualify and close a sale.

• Standardize Best Practices • Eliminate Bureaucracy • Provide your team the Right Set of Tools • Evaluate the Effectiveness of your processes and Adjust them as Necessary • Stay updated with industry trends and innovations


V. Closing the Knowledge Gap:

A great development plan embraces all aspects impacting your sales processes and monitors both KNOWLEDGE and CONFIDENCE levels:

• Products • Promotions / Specials • Key Skills (Negotiation, Persuasion, etc.) • Sales Processes and Methodologies • Customer Orientation • Consultative Capabilities • Technology and Tools (CRM, CPQs, Battle Cards, etc.)


"Knowledge, Real Time Information and Consistent Decision Making are essential to building an empowered and confident sales organization that consistently delivers results”


VI. Celebrate! Winning is fun.

Healthy competition, timely recognition and celebration are key factors to boosting productivity and building a world class sales team.


“The secret of getting ahead is getting started. The secret of getting started is breaking your

complex overwhelming tasks into small manageable tasks and starting on the first one.”

Mark Twain

QUESTIONS?

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Doble Group, LLC

D o b l e G r o u p , L L C i s a b o u t i q u e c o n s u l t i n g f i r m t h a t f o c u s e s o n i m p r o v i n g c o m m e r c i a l b u s i n e s s r e s u l t s t h r o u g h C R M s o l u t i o n s a n d t h e a l i g n m e n t o f t h e o r g a n i z a t i o n , i t s p r o c e s s e s a n d t e a m s f o r s u c c e s s . W e d e l i v e r o u r s e r v i c e s t h r o u g h h i g h l y c u s t o m i z e d c o n s u l t i n g , t r a i n i n g a n d c o a c h i n g p r o g r a m s a n d t h e w o r l d ’ s # 1 C R M t e c h n o l o g i e s , S a l e s f o r c e .