Companies are always seeking sales revenue growth. In down markets companies are looking for sales production any way they can get it. It’s all about revenue, right? Of course. But can you really improve the sales organization while you scramble to survive? Actually, these are great times to reset on organizational infrastructure processes and practices that drive revenue today but also position the firm for sales growth in coming years.
Smart companies are driving restructured sales teams to hit revised quotas while keeping a keen eye on institutionalizing best-practices to achieve sales excellence. New technologies snap onto common CRM systems and help firms reinforce correct sales activities, targeting, strategies, messaging, collateral, call execution, pricing, cycle management, forecasting, ops and management visibility. This comes first through thoughtful assessment of current practices, sales & marketing alignment, cultural norms, goals and resources. Recognize that effective implementation of true organizational sales excellence is a long-term project with short and long-term effects.
Bold sales leaders must carry the torch for sales excellence across the organization. It’s one thing to hit the numbers. The real trick is to hit them while moving the team forward.
What are you doing to drive sales excellence today and tomorrow?