Creating the High Performance Sales Team - The 5 Critical Skills of Sales Leaders

As a sales manager you need a roadmap to help navigate and drive sales results in a tough market economy. The fact is, it doesn’t really take a great a salesperson (or manager) to achieve quota in times of double digit market returns. But what should you as a sales leader do when the economy hits the skids?

What are you going to do to ensure your sales team achieves their sales targets when the market is flat?

Most sales managers are promoted into their roles because they were "good sales people". Managing a sales team is very different! Managing a sales team in tough times is very stressful. Many struggle!

How do you as the sales leader plan to achieve your sales budget when there is so much indecision and fear in the market? Think about it, do you really know how each of your salespeople are going perform in these troubled times? Learn how to put a rocket up your sales team

For most sales managers it takes years of trial and error to master the art of managing a sales team. The McKenzie Salestutor® will accelerate your development as a sales manager as well as helping you to rapidly drive sales revenue. The McKenzie Salestutor® works directly one-on-one with you, the sales leader/manager and your sales team to drive in proven and real-world sales acceleration strategies and tactics that generate sales traction and results!

The 5 critical skills of Sales Leaders:

There are 5 critical skills that Sales Leaders must master if they are to effectively move beyond their current limitations and drive increased sales results, whilst at the same time engaging their entire team preventing them from being poached by the competition.

Sales Performance Coaching has been proven to deliver the fastest and most effective sales creation vehicle to drive your sales growth. One-to-one performance coaching is a powerful and time tested sales acceleration strategy. When mastered, it will maximise your sales growth whilst at the same time help to build a foundation of permanent growth in your business.To find out how Sales Performance Coaching can help you, click here.

Sales Optimisation Planning when done effectively, is a powerful yet simple tool which rapidly generates measurable results and is easy to introduce, control and monitor for quick wins. Whilst there are many sales strategy and planning methodologies around, the object of the exercise must be 'execution'.If the planning process is too complicated or it lacks simple and tactical objectives, implementation gets put into the 'too hard basket'. Each territory and individual Sales Representative should have an effective plan that focuses on execution and delivery of outcomes.To find out more, click here.

Streamlined Sales Process - A Sales Process Map is a powerful sales consistency creation tool which captures the science for the best way to sell your products/services in your specific market. A well designed Sales Process includes a series of pre-determined customer-focused steps that will enable your Sales People to substantively increase win rates, build customer retention and increase revenue production on a consistent basis. Each step consists of several key activities and must have predictable and measurable performance outcomes. Click here for more information.

Sales Skill and Capability Development - For Sales capability training to be effective it must be tailored to suit your selling environment and market. Effective skill development should be based on the principle that 70% of all workplace learning happens on the job and not in the classroom. Whilst your Sales Team may have all been trained in a specific selling methodology, many still fail to implement the elected training methodology to extract its full value. The most effective way to boost the capabilities of each Sales Person is to tailor specific selling skills based on their individual needs.Find out more here.

Individual Performance Motivation - There is an enormous body of research out there which points to the fact that we are all motivated and driven by different needs and wants. The most effective Sales Person motivation method lies in focusing on the individual.Most sales incentives and motivational drives are generally directed at the Sales Team, whereas an individually based performance strategy delivers far superior results. An individual performance management strategy should be specifically tailored to suit each of the members of your Sales Team with a view to drive their sales development and growth, as well as ensuring the execution of their exclusive sales growth plan. A programme like this will also have the added benefit of enhancing the retention of your top performers. Click here for more information.