How Do Sales Managers Use Chief Sales Leader™?

While Sales Managers focus on their salespeople we take care of the sales process

We help Sales Managers build, improve, and merge sales teams.  We ensure that their salespeople can execute with precision – – effectively, efficiently, and predictably.

Sales Manager Assessment

 

Sales Team Audit

 

Interim Executives

 

Sales Strategy Workshops

 

Sales Meeting Speakers

 

Management Coaching

 

Networking Training

 

Management Training

 

Job Candidate Interviews

 

Sales Process Improvement

 

Sales Merger Integration

 

Onboarding For Sales

 

CEO’s As Partners

Why Do Sales Teams Fail?

  1. Time pressure to generate immediate revenue results causes them to cut corners
  2. Inability to quickly transfer product, service, pricing and other technical knowledge to sales managers and people
  3. Management lacks expertise in sales and sales management methods, techniques, and tools
  4. Unrealistic expectations that sales managers can: make sales calls, hire and manage salespeople, deploy sales technology, manage office space, and build sales strategy and forecasts
  5. Incomplete and/or conflicting procedures, information, policies, and guidelines
  6. Inability to sift through “the blizzard” of expert advice from key advisers i.e. CEO’s, owners, investors, bankers, accountants, lawyers, family and friends

We Use The Chief Sales Leader Framework™

To make it easy for you to understand and manage the three (3) strategic and twelve (12) operating sales processes that enable a sales team to execute with precision – – effectively, efficiently, and predictably

Sales Team Audit

We use The Chief Sales Leader Framework™ to assess the level of precision – –  effectiveness, efficiency, and predictability – – that your sales team is executing the three (3) strategic and twelve (12) sales operating processes with.

  1. Sales Strategy – – forecast, plan, organize structure and culture
  2. Sales Execution – – procedures, technology, knowledge, and people
  3. Sales Evaluation – – measure, analyze, report and improve

We ask executives, managers, and salespeople to complete an online assessment.  We also conduct interviews and focus groups in addition to document reviews.

You will receive a report outlining strengths and weaknesses, priority improvement areas and recommendations for immediate next steps to fuel revenue growth.

Sales Manager Assessment

We use The Chief Sales Leader Framework™™ to assess the level of knowledge, skills, experience, and behaviors that each sales manager has with the three (3) strategic and twelve (12) operating sales processes with, including:

  1. Sales Strategy – – forecast, plan, organize structure, and culture
  2. Sales Execution – – procedures, technology, knowledge, and people
  3. Sales Evaluation – – measure, analyze, report, and improve

Each manager completes an online self-assessment.  We ask their direct reports and peers to complete the same assessment to gain a 360-degree perspective.  We conduct interviews with each sales manager and focus groups with their direct reports and peers to gain further clarity.  We also conduct a document review of each managers performance reviews, compensation history, and resumes – – including a social media review.

You will receive a report outlining strengths and weaknesses, priority improvement areas and recommendations for each sales manager.

Job Candidate Interviews & Recruiting

Human Resource Professionals do a great job of screening and assessing sales leadership and management job candidates for their culture fit, industry knowledge and product/service knowledge.

We increase the probability of hiring the right sales leader and manager job candidates by providing you with assessment and interviews that gauge the level of process knowledge, skills, and experience that candidates have with the three (3) strategic and twelve (12) operating sales processes that enable sales teams to executive with precision – – effectively, efficiently and predictably.

We provide you with:

  1. Online assessment of job candidate process skills and experience
  2. Interview job candidate to clarify process skills and experience
  3. Summary report of process strengths and weaknesses
  4. Process career development recommendations