The 3 Keys To Unlocking Epic Sales Growth

The 3 key’s to unlocking epic sales growth

Epic sales growth? Sounds good! How do I get that?

What drives organic sales growth?

I’ll give you a clue, it’s not CRM software, prospecting tools, lead scoring, pipeline management or marketing automation.*

*These are all great, but turning good salespeople into great salespeople requires something different altogether.

To summarise our goal, we’re looking to unlock epic sales growth by:

• increasing the output of the reps we already have

• with the product we already sell

• in the market we’re already working in.

How do we get sales reps to increase their output, productivity and motivation?

1. Coaching & Leadership

2. Regular Performance Review

3. Competition, Quotas & Targets

Sales Coaching and Leadership

1. Focus on coaching the “middle 70%.

2. Studies show coaching effort aimed at superstars and strugglers have little effect on sales results.

3. For the core 70%, the best-quality coaching can improve performance up to 19%.*

4. Remember, salespeople respond well to mentorship, guidance and constant feedback.

*https://hbr.org/2011/01/the-dirty-secret-of-effective/

Regular Performance Review

1. You cannot have coaching, without a review process. Set weekly one-on-one meetings to review the previous week’s performance.

2. Set clear goals each week, that can be followed up on, in the next review session.

3. Salespeople want to “master their craft”. Make sure you use the reviews to figure out the path to success. Where can you rep improve and how can they become better?

Competition, Quotas & Targets

1. We all know salespeople are naturally competitive! Use the power of competition to unleash the energy and spirit, that drives organic sales growth.

2. Set clear, achievable (but difficult to reach) targets to boost performance and motivation.

3. Competition drives transparency, accountability, real-time feedback loops and recognition. The most powerful motivators of sales people.

Summary

Managing a sales force isn’t rocket science, however driving organic, epic sales growth requires managers and leaders who are focused on helping their salespeople reach their full potential.

Coaching, performance review and creating an “atmosphere of success” are the 3 keys to unlocking epic sales growth in your sales organisation.

Build sales heroes.