As the end of the year approaches, all business owners and senior leaders must look carefully at their overall sales function to ensure that maximum horsepower is available to grow into 2022. YOUR business can be fully prepared to grow beyond where it is today if you take the next 60 days to focus on the following:
1) Assess Your Sales Team: Many companies move from year to year, having never assessed their sales team—the people on the front lines with your customers each day. Using various tools, it’s critical to understand the individual personalities that comprise the team to maximize individual & collective performance.
2) Assess the Overall Sales Function: An online assessment conducted by senior leaders in your business is critical because it looks at the sales function on both a macro and micro basis. This process uncovers issues while simultaneously enabling the team to focus on growth opportunities. An assessment reveals both what is working now and identifies those areas in need of lasting improvement.
3) Update your Sales Playbook/Plan: The best companies out there have a solid sales playbook or sales plan which guides them throughout the year. Typically, a sales playbook has 10-12 components that work in tandem to guide the team towards ultimate success. This playbook or plan once written, requires regular updating to gain pace with a marketplace undergoing constant change.