Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results.
But there is more to it than that. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals.
These three often-overlooked elements are critical to optimizing sales performance:
1. Deploying Sales Resources 2. Monitoring & Managing How Reps Spend Their Time 3. Coaching & Counseling
Let’s take a closer look:
Deploying sales resources:
Should the sales team be deployed by geographical territories? By vertical? This is how most organizations manage deployment—in large part because it’s easy. How can you assure the best salesperson is in front of the best prospect at