Sales Managers, 2014 Starts with You
- by Elay Cohen
- January 6, 2014
- Sales Skills
SalesHood - Sales Enablement Platform
Getting Ready for a Big 2014: It Starts with You!
As the CEO of your business, it’s up to you to set the tone and cadence for your sales team. Here are some tips you can put into practice this week to get your year started off with a bang.
Assess your Business: You know your customer base better than anyone. You know how your pipeline is doing and where you need more pipeline and what pipeline needs to close. Spend the time and look at your pipeline data.
Know Your Team: Take the time to review the strengths and weaknesses of your team. Look at their skills. Look across a set of skills like Prospecting, Discovery, Communications, Planning and Sales process. For example, in the Prospecting category ask yourself the following questions about your team:
- How well do they use tools like Twitter & Facebook for Social Research?
- Do their emails and voice mails get responses?
- Are they “Connecting the Dots” with tools like Linkedin?
- Does your team have a good sense of the buyer personas you’re selling to?
- How effective are they at qualification?
Be honest about where they stand. Be transparent too. Let your reps know where you think they stand and have them share a self-assessment too.
Build a January Calendar and Beyond: Own the development of your team’s sales skills and build a plan for the team. Spend time with each sales person and be curious about what his or her goals are. Use January to train your sales teams during your team meetings. Don’t wait for your sales kick off event to start the team based best practice sharing and learning. Build a calendar based on what is a top priority for your business and your reps.
Conduct Big Deal Reviews: Bring the team together and dive into your deal strategies for your top Q1 deals. Help the team identify compelling events and blind spots on deals and executive relationships. Crowdsource your reps to develop winning deal strategies. Sales people learn by doing and why not engage them in sales training with their deals.
Energize your team with communications: Write a memo at the beginning of the year to rally the team on goals and themes. Celebrate the successes of 2013 and inspire your team to think big about 2014.
2014 is the Year of the Sales Manager. Let’s make it so together.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $500M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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