Sales Managers – It’s Your Processes and Systems, NOT Just Your People

Is there a sales manager out there who doesn’t want their sales team to achieve more and excel? If so, I’d love to meet you to learn your secret. For most sales managers, when their teams underperform, the instinctive response is to focus on the people. But is this truly the right approach?

When sales teams struggle, here are some common steps sales managers take:

• Provide resources and training: Offering tools, autonomy, and training programs to enhance skills.
• Assign a coach: Providing personalized guidance and constructive feedback.
• Have open conversations: Identifying challenges and collaboratively exploring solutions.
• Set goals: Establishing achievable, short-term objectives for the team.
• Provide regular feedback: Reviewing progress and hosting regular team meetings to share insights.
• Incentivize: Offering rewards such as trips, gift cards, or cash bonuses to motivate performance.
• Map routes: Optimizing time management and efficiency for field sales.

While these actions may yield temporary improvements, they often fail to address the root cause. If underperformance persists, the focus shifts to disciplinary measures, which can culminate in layoffs. But here lies the critical question: Are people really the problem, or is it something deeper?

The Fundamental Flaw in This Approach

The default assumption that underperformance stems from a deficiency in the individual—and not the system—is a deeply ingrained misconception. Allow me to introduce you to W. Edwards Deming, the father of statistical process control and a revered figure in industrial engineering. His groundbreaking work revealed that 95% of variation in the performance of a system is caused by the system itself; only 5% is attributable to people. This principle, known as “Deming’s Rule,” revolutionized how businesses understand performance.

The implication for sales managers is profound: Instead of concentrating solely on people, it’s imperative to evaluate and refine the systems and processes that underpin sales performance.

What Sales Systems Should You Evaluate?

In the realm of sales, the following systems and processes are pivotal:

• Sales Strategy: A clear plan that defines how your organization sells its products or services.
• Sales Methodology: A structured framework guiding how your team engages with prospects and closes deals.
• Sales Model: The overarching approach to selling—whether direct, channel-based, or subscription-driven.
• Sales Enablement: Equipping teams with the tools, content, and training to sell effectively and consistently.
• Sales Reporting: Collecting, analyzing, and communicating key sales metrics to inform decisions.
• Sales Tracking: Monitoring daily, weekly, and monthly activities against targets.
• Sales Territories: Defining customer groups or geographical areas for which sales teams are responsible.
• Sales Targets: Setting clear, measurable objectives to drive focus and effort.
• CRM Systems: Leveraging technology to manage customer relationships and streamline processes.
• Pipeline Management: Tracking prospects at every stage of the sales funnel.
• Prospecting: Identifying and qualifying potential customers.
• Preparation: Arming the team with comprehensive knowledge of products, pricing, and competitors.
• Approach: Establishing the initial connection with prospects.
• Presentation: Demonstrating how your product or service meets customer needs.
• Handling Objections: Effectively addressing concerns to move deals forward.
• Closing: Securing the commitment from prospects to buy.
• Follow-Up: Maintaining engagement and ensuring customer satisfaction post-sale.

If any of these areas is misaligned or inefficient, the entire sales operation risks underperforming. Ensuring these processes work in balance is essential to fostering a high-performing sales organization.

Balance your Sales Organisation with the Sales Velocitisor™ Accelerator

To address these systemic challenges, we developed the Sales Velocitisor™ Accelerator — a comprehensive, 12-week virtual program designed to optimize your sales systems and processes. Here’s what you can expect:

• Focus on Systems and Processes: We’ll help you identify and select the systems and processes necessary for success, bringing them into alignment to enhance productivity, performance, and growth.
• Structured Learning: One-hour weekly sessions (with additional assignments) that delve into strategies, methods, and tools critical to sales success.
• Practical Tools: Access to session recordings and customizable templates to tailor your sales system to your unique organizational needs.
• Active Learning: Build and refine your sales system as you progress, ensuring immediate applicability.
• Support Options: For those who prefer additional guidance, our business coaching sessions provide personalized advice and accountability to ensure successful implementation.

The Sales Velocitisor™ Accelerator is completely FREE to attend and designed to empower sales managers to transform their operations.

Take the First Step Toward Transforming Your Sales Organization

It’s time to think broader. By addressing your processes and systems, you’ll unlock your team’s potential and create a foundation for sustained growth.

Contact us at gails@talentalign.com or schedule a discovery call at https://app.simplymeet.me/gails/discovery-call.

Join us now – because the future of your sales success starts with the right systems and processes. What have you got to lose?

To register – click here

If you would like to know how balanced your sales organisation is, click here to take our assessment.