 Equip the Most Important
“Force Multiplier” on Your Team
Often the most influential members of the team - sales managers - are the least prepared for the challenges facing media technology companies.
Too many companies take a star salesperson, promote them to sales management and hope the new manager’s superior sales skills translate into sales success for other team members. However, in too many cases the former sales superstar lacks the tools, techniques and processes to drive other team members. Instead, they jump into out-of-control opportunities using their sales skills to turn the deal around. Frontline salespeople never develop skills required to win opportunities. Sales managers never have enough bandwidth to follow every opportunity and perform all the other tasks their role demands. Opportunities are lost. Forecasts are inaccurate and the poor habits of un-coached salespeople are not addressed.
A better and far more scalable approach is to train and equip sales managers to coach salespeople to continually qualify opportunities and develop plans to win deals that are too important to lose.
Research shows that the most successful sales organizations place a high premium on developing sales management skills. However, the same research shows that too few companies invest in improving sales management.
It’s no wonder that the average tenure of a high technology sales manager is a short 18 months.
When sales management improvements are identified during our Sales Conditioning Strategic Assessment, we deliver programs to help these strategic members of your sales team…
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Shorten sales cycles and increase win rates
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Improve revenue forecast accuracy
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Boost sales margins and bottom-line revenues
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Improve overall opportunity and account management
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Hire, coach and mentor salespeople into high-performance winning sales teams
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Better manage channel and reseller relationships
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