Your comments are a great complement to the post! Thanks for taking the time. Keep visiting.

As I agree wiht your commentary, within a sales process however you must be able to MEASURE – COACH – and OPTIMIZE. Leading and lagging indicators must be at the fingertips of every manager. Sales people have to really understand the process and managers even more so to be able to coach daily.

Annual or quarterly reviews are worthless without daily managed interaction. Monthly ride-alongs are not enough interaction with your sales people,

Along with process, Senior Sales Leaders need to ask themselves… Do my reps. really understand the process, do they really understand the products as they need to be sold in this marketplace, do they really understand the marketing message. Are they skilled to sell in this marketplace? Are we looking at activity, sell cycles, forecast and pipeline accuracy.

All of these indicators need to be coached on and your field managers are the only ones that can do this on a consistent daily basis. Coaching on skill levels, sales process, company and marketing messaging, product, selling skills must be done daily.

Lastly, along with process comes optimization of the team. Building a cohesive framework that works together like a well oiled machine, must be done. Sales leaders need to optimize the team, through bringing in the necessary training for those that need it. Optimization of the process through constant interaction and support of the process by tracking and monitoring its results.

Sooner or later, C level executives and Senior Sales Leaders are going to have to wake up and realize that things are not going to get better until they take charge!!

Patrick

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