Everything a sales manager does should be focused on improving the productivity of their sales teams. That’s why they spend a huge amount of their time working with each of their sales people on things like territory business reviews, skills coaching, action planning and goal setting. For each manager the cost is approximately $130,000 per year, but done properly, the returns are huge. This is why you invest in them.
Improving the impact your managers have on their teams is therefore the number one thing you can do to increase team performance. The wealth of robust evidence supporting this statement is enormous. In fact, research by the Sales Executive Council has shown a 17% increase just from skills coaching alone.
But before you can improve something, you need to be able to measure it. If you don't you can't identify any changes nor do you know where to start! You need to clearly see the types of issues that can plague sales force productivity, and be able to report on the improvements. You also need to know where to focus resources, to more effectively support individuals.
At Xentor Solutions we can help you do this. Our acclaimed software apps automate common sales performance management tasks at a tactical level, while simultaneously mapping directly to results. Not only do sales managers save a lot of time but, at a strategicc level, senior leadership gain a very clear understanding on areas such as:
And ultimately, whether you're going to hit your goals!
For well over a decade Xentor Solutions have been helping customers improve the impact of their first line sales managers.
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