High Performance Sales
Hit Your Numbers
Fact: According to a 2018 study by Sales Management Association (SMA), 62% of companies consider themselves ineffective at onboarding new sales hires.
After gaining momentum, an efficient, well run machine leads to powerful results. A highly collaborative, energized and enabled sales culture leads to better sales growth, higher quota attainment and stable company revenues. It is an easy equation, but most sales organizations struggle to get the answer right because they do not holistically address the root drivers of sales performance.
PeopleProductive has teamed up with Sander Sales Training ® to help sales leaders and teams find, measure and fix the performance challenges that get in the way of greater returns on its people. Whether you’re hiring for aptitude, onboarding new salespeople, or working to tune up the team, we can help transform your sales team into a high-performance sales engine.
Our holistic approach addresses all the performance elements: sales culture, hiring for aptitude, and then training your high aptitude salespeople to close more deals.
Culture allows you to build strong manager-employee relationships and create a sense of belonging as teams work better together. This lowers turnover as good people decide to put down roots and stay, builds institutional knowledge and creates stronger customer and prospect relationships. Culture also helps you remove organizational drag so that your salespeople have more time to focus on productive activities.
Now more than ever, you need a holistic approach. Industry research shows that market forces are causing struggling salespeople to give up and miss quota. Improving or even maintaining performance means responding to these forces of change: More informed and demanding buyers, economic and political uncertainty, new disruptive technologies and more. Just imagine what the impact will be as the culture improves. Salespeople won’t need to waste energy on office politics and inefficient and bureaucratic processes, but rather are able to focus on getting the next deal closed.
In fact, cultures with strong manager/employee relationships show higher performance. Social connections of all types greatly improve organizational productivity because they speed up interaction.
The Massachusetts Institute of Technology (MIT) studied how tightly salespeople were connected to their boss at IBM, and calculated the impact of those connections on performance. One aspect of this study examined how the quality of manager/subordinate relationships impacted sales performance. The studied looked at outcomes for several thousand IBM consultants and found that the economics of strong relationships were inescapable: The consultants who had open lines of communication with their boss produced $7,000 more in sales per year. So, ask yourself, what would the ROI of good manager/employee relationships be at your company? What investment is required to tap into this value? Shouldn’t every manager invest time increasing relationship strength with his or her subordinates?
Are you ready to boost your sales performance? Give us a shout.
*PeopleProductive helps drive human performance and better business outcomes by directly linking human factors to your KPI’s/Business Goals.