Categories: Sales Planning | Sales Process
The Olympics have created some of the greatest team sport moments in history. In the United States, we recall The Miracle on Ice; the more recent Women's Soccer Gold Medal in 2008, even this year's Women's Gymnastics gold. These are all exceptional examples of athletes working together.
Good teamwork means that the team is consistently working together to execute and win. They aren’t relying on one player to continually make the big play. Think about your own sales team – are you a cohesive group that’s working towards one goal or are you constantly relying on your own “play maker?” If you are managing a team, here are three things you should focus on to create an effective sales process:Fundamental #3: Planning
Management Operating Rhythm - Consistent and standard management processes should be in place for business planning, territory planning, sales execution and business reporting.
Activity Prioritization – Focus on the critical few high-value sales activities.
Forecasting and Pipeline Management – Standards should be in place for building the pipeline, providing pipeline visibility and achieving forecast accuracy.
An effective team needs a plan that focuses on the big picture -- one that will achieve higher revenues and maybe even a gold medal.
