Managing a sales team can be challenging.  Individual high energy, competitive sales reps tend to do things one way – their way.  There are clear benefits to managing your team to consistent and repeatable behavior for sales leaders, and for your sales reps.  You and your team members will see better win rates, faster pipeline development, higher performance to quota and improved forecast accuracy to name a few.  And shhh! . . . there is one secret to ensure that everyone on the team is aligned.

 

First, it’s important to manage all teams to the same behaviors – all managers across all business segments and all theaters.  Sure, there can be nuances based on market conditions, product maturity, and geographic business cultural differences, but it’s best to instill consistent disciplines wherever you can.

  • Develop and use simple and straightforward Sales Process
  • Develop and use a single sales methodology – a custom / hybrid methodology is fine
  • Develop and a common language
  • Effectively implement a CRM system and make heroes out of team members who excel at leveraging your CRM for their personal success which breeds greater success for your business

 

It’s amazing to me how often we forget to coach our sales teams to benefit from consistency.   Now for the secret – continually inspect behaviors.  You and your executive team should ask questions tied to your sales process and methodology. (“What’s your MEDDIC score?”  “Who is your #11?”)  Don’t use side spreadsheets to manage the pipeline –  use your CRM system.  These are the best ways to build the right habits across your entire team.  And remember, there can’t be any mavericks, or prima donnas – even if they do make their quota and go to President’s Club every year.

 

So are you ready for inspection?