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Sales Management Cadence Project

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
 

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