Accelerating sales requires a new take on how the sales function is organized. Managers need to put more of their people in the driving seat – to give their teams greater responsibility and scope to maneuver.
The approach to motivation within many sales organizations fails to address as many as 3 out of 5 of the factors that motivate people to high levels of performance. A major lost opportunity to maximize performance and potential.
Selling is a people business, so it logically follows that sales performance and people performance go hand-in-hand. However the unsophisticated ‘man-management’ approaches adopted by most sales organizations leave a lot of the people potential under-exploited.
Managers say they want to build a sales organization that has the qualities of speed, agility and skill. One that is sophisticated, responsive, high performing and above all successful. But is that what they are getting? Continue Reading..
Sales is all about the number – the sales target that is. So it is ironic that many salespeople don’t have the sales metrics that they need to plan for and manage their success. The result is a crisis in confidence about meeting the sales target.
When somebody throws themselves across the finish line just slightly ahead of a competitor the expression ‘winning by a nose’ is often used. But in Formula One racing ‘winning by the nose’ has a deeper meaning – one that has resonance with sales success.