Does your sales team have a consistent cadence of weekly, monthly, and quarterly inspection and coaching activities for Sales Managers?
Sales organizations often fall into several traps that impact performance and productivity:
- Promoting their best reps to managers, but not providing any training on how to do their new job
- No quality standards across the organization for the way managers do forecast, pipeline and account / territory reviews
- No set cadence of inspection and coaching activities
- First line managers that don't spend enough time coaching
Address these concerns by developing a consistent cadence of inspection and coaching activities for the entire sales organization.
SiriusDecisions will:
- Assess your current sales management processes
- Analyze any gaps between the current processes and industry best practices
- Recommend a set of sales metrics and associated management reports and dashboard items
- Develop and operationalize a customized cadence of inspection and coaching activities
A leading provider of software and services has 300+ direct sales employees supporting more than 30,000 customers in over 60 countries. Nine months after working with SiriusDecisions to implement a new Sales Management Cadence, they reported the following quantifiable benefits:
- Headcount productivity (bookings per head): up 17%
- Key exception criteria: down 70%
- Deals lost to no decision / no funding: down 12%
- Competitive win rate: up 14%
- Quota achievement up 107% vs. budget and up 123% vs. previous year
Potential impacts to your business?
- Improved sales forecast accuracy and reliability
- Improved pipeline health and win rates
- Shorter sales cycle times
- Higher quality of account / territory plans
- Overall increased rep productivity
Consistency in sales management will lead to a more productive sales team.
How does it work?
- Within this 6 - 8 week project, SiriusDecisions Consultants will review existing sales management processes and current SFA/CRM systems
- Qualitative and quantitative data, including interviews and surveys, is used to help inform recommendations and develop an action plan customized to your organization
- In-person working sessions for sales leaders and managers bring key people together to design and operationalize the customized cadence of inspection and coaching activities
Key Takeaways
- Managers' Playbooks including:
- Customized sales management processes and cadence frameworks for each level of sales management and for each time frame (weekly, monthly and quarterly)
- A documented, structured process for conducting 60-minute "deal desk" opportunity reviews on "must-win" deals
- Templates including a Sales Call Planner and a Manager's Ride-along Checklist
- A roadmap for future advisory service inquiries to ensure ongoing support and success