Identifying key sales drivers and being able assess the health of those drivers is critical in building and successfully managing a sales force. There are many staffing executives who believe that most sales issues begin and end with the quality of their sales force. While the quality of sales personnel is an important factor it is not the only one. By not appreciating the other drivers, managers are vulnerable to making to poor hiring decisions, causing unnecessary turnover and consistent underperformance. The book Building a Winning Sales Force defines these drivers within five different categories. This blog will discuss those categories and why they all play an important role in the execution of your sales strategy. Definers: A successful sales organization has clearly defined sales roles Definers determine how your sales organization should be structured in terms of size, territories, and specific roles within the sales organization. Definers are determined by the value proposition you are bringing to the marketplace and buyers you are targeting. If you do not have your value proposition or buyers clearly defined then you have no sales strategy and therefore no way of knowing what drivers you may need. Shapers: Hiring and developing the right people Now … Read More
