Building High Performing Sales Organizations

Most of our clients understand that sales is their business. Without clients, customers or members buying their products and services, they would not have a business.

Many of these organizations have well established product offers, available through multiple delivery channels, to reach their customers and prospective customers. Yet, they continue to be challenged to drive targeted sales revenue from their most expensive teams: their front line, in-field sales representatives, and sales managers.

At Performance Edge, Plus, we are often asked questions like: “How do we get better sales results from our sales reps in the field?” or “How can we build a culture of performance accountability?” or “How can I hire more people like my top sales performers?” or "Why aren’t my sales managers coaching like I expect them to?” All great questions, and with over three decades of experience, Performance Edge Plus knows how to zero-in on the answers.

Like building a house, it all starts with a strong foundation. Leadership Commitment to the change project is paramount. Layer on top of that a common understanding of the organization's Vision and Values, and aligning these to their Sales Philosophy, is a necessary start to building that foundation.

With a strong foundation laid, it’s time to construct four essential pillars:

1) People - Getting the right people, into the right roles, doing the right things.

2) Performance – Develop and implement aligned performance factors.

3) Sales Management – focused on delivering results through people, consistently following established disciplines.

4) Sales Effectiveness - organizational ambassadors equipped, willing and able to meet all the current and future needs of their customers.

When built upon a strong foundation, these four essentials culminate in the delivery of sustainably strong business results, creating a culture of high performance. How? Through engaged, accountable employees working toward common goals and objectives.

Want to learn more? Performance Edge Plus is just a click or a call away!