sales development plan<\/a> provides a specific road map for the sales manager to follow with each individual.<\/p>\nHire Stronger Salespeople<\/strong>
\nNothing has a greater impact on increased sales profits and revenues than hiring stronger salespeople. Mediocrity is a degenerative disease within a company. Accepting mediocrity in your sales hiring is beyond dangerous (“warm body is better than no body,” “hire fast, fire fast,” etc.). Bad hires are worse (gut-level decisions, over-reliance upon resumes, etc.). Change your process, change your hires, change your revenue and profits.<\/p>\nYou notice that we do not list 1 or 2 day sales motivation training. These programs are entertaining for annual sales meetings but are pointless for significantly changing a sales team. Habits do not change in 1, 3 or 10 days (I heard it takes 21 days to form a new habit). Enjoy these energetic speakers and perhaps take away a salient point or two. But do not expect a seismic shift in your sales team’s abilities.<\/p>\n
This fact means that the sales manager must consistently guide the team to success. This goal is best accomplished by knowing each individual’s strengths, how best to coach them and ensuring that you put the strongest team into the marketplace.<\/p>\n","protected":false},"excerpt":{"rendered":"
When you boil it down to the basics, sales departments are measured by profit increases. Simple, yes, but that is the crux of the goal. Operational efficiencies are part of the equation, but the focus here is on increasing profits via increased revenue. So how do companies go about achieving improvement in their sales-driven profits? Profile Your Sale Too often sales gets muddled by general tactics, inconsistent value propositions and rogue selling systems. Understanding your ideal sale is the first step to repeatable results. The output is a definition of what your ideal sale looks like from this day forward. This clarity provides direction and consistency to all sales efforts.… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[16,4],"tags":[],"class_list":["post-977","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-fL","jetpack-related-posts":[{"id":2439,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/10\/selling-through-cycles\/","url_meta":{"origin":977,"position":0},"title":"Selling Through Cycles","author":"Derrick Moe","date":"October 8, 2010","format":false,"excerpt":"A thought I had about sales approaches based on economic conditions: Booming Economy \u2013 Salespeople should focus their message (value proposition) on efficiency and velocity.\u00a0 Their solution should essentially provide an improvement in productivity. Recessionary Economy \u2013 Salespeople should focus their message on reducing waste\/improving profits.\u00a0 Their solution should provide\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":970,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/sales-is-more-than-5-things\/","url_meta":{"origin":977,"position":1},"title":"Sales Is More Than 5 Things","author":"Derrick Moe","date":"June 1, 2007","format":false,"excerpt":"Top five traits you gotta have to sell! The top five traits of a successful salesperson! Discover the 5 key behaviors of sales superstars! You have probably seen these amazing statements across the web.\u00a0 Isn't it interesting how \"5\" seems to be the magic number for sales traits, behaviors or\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":496,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/the-top-10-sales-traits\/","url_meta":{"origin":977,"position":2},"title":"The Top 10 Sales Traits","author":"Derrick Moe","date":"December 12, 2006","format":false,"excerpt":"It is next to impossible to determine 1 specific set of descriptors for the perfect salesperson. The reason is simple - no 2 sales go down the same way. Each sale is almost a mini-drama in itself. On top of that, no two competitors approach the market the same way.\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1542,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/shortening-the-sales-cycle\/","url_meta":{"origin":977,"position":3},"title":"Shortening The Sales Cycle","author":"Derrick Moe","date":"April 30, 2008","format":false,"excerpt":"Salesopedia.com offers a good article this week on a timely topic - How to Shorten Your Sales Cycle.\u00a0 The author cuts to the quick on an issue we encounter frequently: To begin with, many sales people just don't know how long their sales cycle is, we ask and we hear\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2199,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/12\/swamped-by-applicants\/","url_meta":{"origin":977,"position":4},"title":"Swamped By Applicants","author":"Derrick Moe","date":"December 15, 2009","format":false,"excerpt":"I am hearing more discussions about incredibly large responses to sales job postings in this present economy.\u00a0 Some of the companies I talk to are overwhelmed by the sheer numbers of resumes they receive.\u00a0 I went back to look at an old article we wrote back in 2005 when the\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1732,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/how-to-size-up-candidates\/","url_meta":{"origin":977,"position":5},"title":"How To Size Up Candidates","author":"Lee Fratzke","date":"September 17, 2008","format":false,"excerpt":"ManageSmarter has a great article titled, The Ideal Job Candidate: Myth or Reality? that touches on a subject that we have posted on many times.\u00a0 I cannot begin to tell you how many conversations we have around this subject with clients and prospects.\u00a0 Jeff Schmitt has 3 points he writes\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/977","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=977"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/977\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=977"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=977"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=977"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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When you boil it down to the basics, sales departments are measured by profit increases. Simple, yes, but that is the crux of the goal. Operational efficiencies are part of the equation, but the focus here is on increasing profits via increased revenue. So how do companies go about achieving improvement in their sales-driven profits?<\/p>\n