7 factors for successful sales management
It obvious that growing your sales is – by far – the number one way of creating value. But it is also one of the toughest tasks. In all the tech companies that I have been involved with, growing sales was always one of the biggest challenges and priorities.
Assuming that you have a product that at least has some differentiators, what needs to be in place to be successful in sales?
In my opinion, at least the following 7 items need to be in place to be successful in sales. Some of these items might sound too obvious. But the reality is that in most companies not all of these items are fully covered or not to the extent that is. Regardless of their size.
1. Sales Pitch
Does your sales pitch include your target group, product differentiators, problem solving capacity and customer benefits?
2. Sales process
Does your sales process include all the information that is needed in each stage? Do we know where we are in the buying process of the prospect?
3. Sales target
Are all sales targets clear for everyone including his/her tasks and responsibilities?
4. Sales incentives
Are the right incentives in place to stimulate the right sales behaviour?
5. Sales funnel management
Do we know the (individual) conversion rate between each of the sales stages?
6. Sales coaching
When was the last time you have coached your sales people?
7. Communication
Are your sales meetings inspirational for your sales ? Is there a smooth collaboration between sales and marketing?
To set the basics right is key for sales success. Let me provide you in the next posts a more deep dive on all of these sales management items.