The 20% Sales Growth Plan is a 10-Step program designed to increase the sales results for every member of your team.
- Uncover desired state
- Determine current state
- Define the learning objectives
- Outline project milestones
Strategy & Analysis
Step 1: Meet with senior management and sales leaders to:
- Align the program with the overall business objectives
- Determine the metrics targeted for 20% improvement
- Take a preliminary look at the responsibilities, assignments and scheduling for SalesForce, and sales management alike, based on the organization’s capabilities and budget for the project
- Insure support for the program throughout the initiative
Step 2: Perform a sales organization review to:
- Determine existing levels of ability and motivation (skill and will) among the members of sales team to establish the performance gap
- Collect feedback from the sales team on what they want from sales training to compare with management objectives
- Understand the sales tracking system and rep awareness of targeted objectives
- Determine the existing level of sales management support and techniques surrounding sales meetings (group and one-on-one), coaching, in-field visits and sales call attendance, forecasting and reporting procedures
Step 3: Prepare and deliver final report on the findings and outline the “gap” between the desired and the current state, and provide learning and development recommendations, time frames and a road map to outline all project milestones.
- Customize the learning agenda
- Deliver coaching workshop for managers
- Prepare participants
- Deliver sales training workshops
Sales Training
Step 4: Prepare each participant for the workshop with the assistance of their manager through assessments and homework.
Step 5: Develop highly focused and customized classroom education for your sales professionals.
Step 6: Deliver a sales management training program to insure that your sales manager/s (training champion) manage(s) to the program initiatives.
Step 7: Deliver workshop(s) with attendance and complete participation of sales manager/s.
- Outline coaching opportunities
- Review ongoing progress
- Evaluate with senior management
- Recommend ongoing development
Sales Coaching
Step 8: Develop and conduct follow-up practice and application opportunities, with proper sales coaching, to insure program implementation and accountability.
Step 9: Transition practice and coaching roles to the sales managers, and to provide coaching support, review individual learning progress of the sales team and make adjustments with sales managers.
Step 10: Meet with senior management to evaluate overall program outcomes and make adjustments, as well as develop recommendations for further team development.