The Creation of a High Performance Sales Team uses the sales process and sales team design created in the Sales Strategy

The deliverables are as follows:

• A High Performance Sales Team that delivers:
• Achieve Targets (Revenues, Margin, Market Share, Customers & Costs
• Accurate Forecasts
• A Healthy Pipeline
• With Market Leading Costs

The Sales Team will include the following

• A Hiring Process
• A Reward System
• Leadership including Performance Management
• Sales Process Implementation
• A Sales Management System to enable Diagnosis and Coaching
• A Sales Automation System to enable efficient storage and distribution of information
• Marketing Integration for Lead Generation, Market Coverage and Sales Tools

Hire the right Sales People and support with a Reward System and appropriate metrics.

Create a High Performance Sales Team by combining Leadership with a scalable Sales Model.

A key to success is to create a professional hiring process. This means that the role well defined and the process very professional. It will recognise, target and attract sales people with the potential to be high performers. Good people always have options so they must be sold to. Potential high performers are attracted by the company culture and its reward system.

The reward system must be designed carefully to motivate the desired behaviours. It includes monetary items but also many soft items such as job satisfaction, growth prospects and status. The reward system must include and be supported by metrics that measure and report key performance indicators.

This is achieved by combining Leadership with a scalable sales model. The sales model will improve efficiency and effectiveness by implementing:-

• A Sales Process (Increases efficiency and effectiveness through facilitating transfer of best practice from stars to rest of the sales team).
• A Sales Management System (Increases effectiveness with some efficiency through facilitating diagnosis and coaching).
• A Sales Automation System (Increases efficiency with some effectiveness through automated reporting and on demand information).
• Integrate Marketing (Increases efficiency and effectiveness through lead generation, market coverage and sales tools).

High performing sales people (stars) have a unique combination of skills and knowledge. They excel at building customer relationships, developing successful strategies, managing internal resources and beating their targets every year. The right sales model will incorporate the best of these skills and experience and facilitates the instruction, support and coaching an average sales person into a star.