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sharminaktersss3435
Apr 09, 2022
In Questions & Answers
I recently gave a presentation at the ESA Leadership Summit on ways to optimize your sales organization. The four components and points I discuss apply to sales organizations across industries, so I wanted to share them. Keep this in mind as you read. Focus on what's possible, not what's not applicable. Don't say to yourself, "Yes, but my company is different." Look at it in terms of "How can we implement it to make us better?" First of all, what do I mean by optimization? As Merriam Webster defines it, the word is "as perfect, effective, or practical as possible." To optimize a sales organization, four components are required. 1. Goals A company must have a purpose and a vision of where it is going. Therefore, the sales organization must have near-term and long-term goals that support the overall goals and vision. It seems easy. Unfortunately, sometimes important goals, those that can change the business, get lost in day-to-day activities. To avoid this, a quarterly process must be implemented to identify two or three big goals that will take the sales organization to industry mailing list heights. Then have the discipline to follow the process. There are many smart people who have written books and created leadership programs around this concept, including Verne Harnish, David Finkel, and Gino Wickman. I adapted this concept specifically for sales organizations. Focus on up to three organizational change goals each quarter. Not the standard goals of dealing with the business as usual, but those big, transformative projects. Pick a goal that addresses the biggest hurdle to sales growth. Choose another goal that can take advantage of your greatest growth opportunity. Then your end goal should address a potential threat that could disrupt future growth. If you can only solve two, solve two. Remember, don't focus on more than three big goals. Here's a worksheet to guide you, adapted from the book Scale by David Finkel and Jeff Hoffman for Sales.
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