Improve Sales Performance
What We Do
Today’s sales organizations are facing an increasing number of complex issues – from commoditization of their product lines and growing competition to a shrinking pool of available sales talent. At the same time, new responsibilities on the sales people themselves – such as managing technology and processes – are leaving just a scant 21% of their time available for selling and prospecting activities1.
The result? In 2006, less than ½ of sales forces were able to meet minimum requirements for quota attainment2. But while many sales forces are failing, others continue to prosper. Companies that create sustainable growth through their direct sales force do so by hiring, engaging and retaining key sales talent and aligning this talent around what the customer values most.
Maritz can help your entire sales organization achieve optimal results by harnessing the potential residing in your people. We do this by helping to understand, enable and motivate them to exceed expectations. Our approach to sales effectiveness is designed to target five key drivers of sales success.
- Align the organization around what the customer values: It is critical to understand what the customer desires and what the sales force delivers. Through an integrated voice of the customer and employee, organizations can identify critical drivers and gaps to better align their sales force around activities that drive business results.
- Hire the right sales people: Every sales organization has top performers. Understand what traits are driving their success and how they align to the sales strategy. Use this information to inform the recruiting process through both quantitative and qualitative metrics.
- Train like you mean it: Onboarding, sales and product training are only effective if the skills are actively recalled on the job. Using a 24/7/30/Ongoing framework of reminders, it is possible to continuously reinforce skills – leading to nearly 100% retention.
- Foster a culture of coaching: The sales manager has the most critical role in maximizing sales performance. By enabling them to better coach their teams, revenue per rep can increase by an average of 25% and deal size can increase by an average of 70%3.
- Personalize rewards and recognition: Connecting personal goals to organizational goals is proven to drive success. By understanding your sales force and their individual motivation profiles it is possible to design optimal rewards and recognition programs that extend your reach further than ever before.
Footnotes:
1. Sales Executive Council – Boosting Sales Activity (2001)
2. Harvard Business Review Survey (2006)
3. Corporate Executive Board – Shifting the Performance Curve – Exporting High-Performance Disciplines to the Core (2003)
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