THE SALES FORCE DEVELOPMENT PROCESS

Most companies take a piecemeal approach to growing the sales force; some sales training here, some recruiting there, a little dash of accountability with maybe some motivation thrown in for good measure. Growing the sales force is a process in itself. A growing company needs to adapt a comprehensive and ongoing approach to Sales Force Development. The sales process and sales management need to evolve as the company grows, average deal size gets larger, and the sales cycle gets more complex.

STEP 1 - Evaluate the Sales Team

• The state of Sales management
• Inventory of selling skills
• Growth potential
• Strength of the pipeline
• Compatibility with the organization
• Motivation to succeed
• Hidden weaknesses   AUDIO

STEP 2 - Create Alignment

• Between individual and corporate goals
• Between the compensation program and the corporate goals
• Between the priorities of management and sales staff

STEP 3 - Upgrade Sales Management

• Motivation
• Accountability
• Coaching
• Pipeline Management
• Growing the sales force

STEP 4 - Upgrade the Sales Process

• Institute an effective sales process   AUDIO
• Upgrade the selling skills of the sales team
• Train only those with growth potential
• Eliminate self limiting beliefs and hidden weaknesses

STEP 5 - Replace Weak Performers

• Use the STAR™ process to hire top performers