Implementing Consistent Sales Execution Best Practices in Technology
Our client recognized that it needed to deploy consistent sales and sales management processes, tools, and methods that will increase overall sales effectiveness. The company leadership did not have the visibility it needed into information, including accurate forecast data, due to the independently operating sales teams and their practice of following inconsistent, ad hoc sales processes.
Symmetrics Group Approach
Symmetrics Group worked with the company’s sales management team to develop a Sales Excellence program, which included standardized processes, training, and tools. The new standards of excellence enabled sales managers to coach team members and reinforce these standards on a consistent basis.
We also helped develop critical supporting documentation, including finalizing the sales process, forecasting process (including a desktop reference for pipeline management and forecasting), a sales process reference guide, account planning templates and meeting review guides for territory, account and opportunity review sessions.
Finally, Symmetrics Group helped prepare sales managers to deploy the new program and coach other team members through an interactive setting where sales managers could practice applying the tools and guides.
The standardized tools and processes enabled our client to achieve greater visibility into its sales process and pipeline effectiveness, along with increased adoption of Salesforce.com. The current sales team and any team members that came onboard later would all operate under the same processes and procedures, creating greater consistency within the sales organization.
The Multigenerational Sales Team
More effectively leverage talent across generations who think, sell, and buy in vastly different ways and overcome generational obstacles to drive improvements in both individual and organizational performance.