Enable a High Performing Sales Team

Sales team is consistently missing targets

Low sales productivity – revenue growth not commensurate to growth in sales headcount

Constant pressure to maintain/reduce sales headcount & increase sales

Sales bogged down with administrative tasks constraining customer facing time

Lack of clarity on performance measures & inability to drive accountability

High attrition rates & low morale as incentive payouts are low

Review sales team architecture & deployment identifying potential disconnects with the business model

Understand profile of the sales team, R&R, KPIs and analyze recent performance across input & output metrics

Evaluate the effectiveness of the enablement tools – the sales playbook

Capture Voice of the Sales Team

Conduct competitive benchmarking

Understand the performance management & reward system

Determine customer touch model, sales organization design, rules of engagement, productivity metrics & resource deployment

Identify critical enablers and support structure (on-boarding, SOPs, execution tools, governance, training, coaching, inside sales team) that creates a knowledgeable, effective and confident sales team

Establish smart KPIs, a transparent target setting methodology & re-design compensation for a motivated & high performing team

Recommend members of the team to be retained, re-allocated and replaced