13 Must Knows For Sales Leaders

1. Contact us to learn more about how you can implement
the 13 Must Knows in Your Sales Organization.
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FOR SALES LEADERS
Leading a sales team isn’t the
easiest job in the world.
Honestly, it’s probably one of
the toughest. Get to know the
13 critical components for
successful sales leaders.
13MUST-KNOWS
ARTICULATE THE
SALES PROCESS
1
TALENT NEEDS
DEVELOPMENT
3
IDENTIFY WHAT
GREAT LOOKS LIKE
2
ENGAGE
EXECUTIVES
4
Design the sales
process to align with
customer buying
process
DEFINE MARKETING
DEFINE SALES
6
PAY FAIRLY
5
STRUCTURE
SALES
7
CREATE
EFFECTIVE
ACCOUNT
MANAGEMENT
9
FORCE
FORECASTING
11
ENABLE
SALES
13
Sales Process
Articulate The Sales Process.
In Fact, Make It Crystal Clear.
Identify What Great Looks Like
For Each Role.
Talent Needs Development.
Provide It.
Engage Executives.
Engage Sales.
Pay Fairly.
Reward. Reward. Reward.
Define Marketing. Define Sales.
Then Align Them.
Structure Sales.
The Right Way.
Create effective
account management.
Align selling activities
in each stage to align
with buying decisions
Arm sales managers
with high-impact
questions
?
Measure and improve
productivity by
understanding capacity
and capability
Perform a talent audit,
keeping in mind current
and future roles
Recruit and select
new hires according
to competencies
Deploy onboarding
programs for sales
managers
Measure the impact
of investments in
staff development
Support development
with just-in-time tools
Connect strategic
accounts with appropriate
sales leaders to create
equality in the
relationship
Ensure leaders
engage with critical
sales initiatives
Use sales leaders to
coach & mentor sales
teams to drive the
right behaviors
Design simple
compensation
that align with the
customer-focused sales
strategy
Reward for strategy
execution and desired
behaviors, not just for
quota attainment
Structure based on
go-to-market strategies
that align with how
customers buy, not how
you sell
Understand what
channels customers
utilize for buying and
create strategies to
leverage them
Identify high
potential accounts
Align internal
resources to the plan
Create an account
management plan that
fully engages the client
from a needs perspective
Align marketing &
sales based on what
customers need & how
they buy
Define the role of
marketing in the
nurturing process
Develop service level
agreements that clearly
define responsibilities &
accountabilities
GET
TERRITORIAL
8
DEVELOP KEY
METRICS THAT
MATTER
10
ADOPT A
CRM TOOL
12
Adjust the territory plan
to align with levels of
likely customer needs,
not merely population
density
Create coaching
strategies to keep sales
teams aligned with
customers in their
territories
Develop growth
strategies and action
plans that are
customer-focused
Define measure of
success in each role
Identify lagging
indications of
performance
Define key predictive
indicators
Develop a cadence,
methodology and
discipline around sales
forecasting
Inspect quality and
quantity of the
pipeline
Improve accuracy of
forecasting through
use of key predictive
indicators
Provide tools that are
integral to key
activities within the
sales process
Encourage the use of
technologies like
CRM application
overlays
Use technologies that
parallel solutions to
client expectations
and buying styles
Enforce
accountability and
usage of technology
Leverage a CRM tool
to provide insight
into forecasting
Engage sales teams to
ensure quality data is
entered and updated
Get Territorial.
And Plan Accordingly.
Develop Key Metrics That Matter.
And Use Them.
Force Forecasting.
Master The Pipeline.
Adopt a CRM Tool.
And Enforce It.
Enable Sales.
Enable Them Again.
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+1-877-678-3380
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We Hit The Target!
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Assess pay fairness by
channel, sales role,
and plan mechanics –
avoid bias at all costs
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