Sales Talent Management

Getting the right people on the bus and maximizing their performance is crucial for the success of any business.  Hiring the right salespeople is especially challenging: The annual CSO Insights survey found that 45.3% of sales managers believe their ability to hire successful reps “needs improvement”.  Not only is a poor hire expensive, but a poor hire also deprives your company of the “could have been” sales that are lost due to a poor performer.  To complicate matters, sales incentive plans are also often misaligned from company goals, and often fail to produce the desired activities in your sales force.  A sure fire sign of a misaligned incentive plan is incentives based solely on closed deals.  If you are wondering if you have the right people on the bus, and if you are maximizing their performance through incentive compensation, Sales Strategy for Executives is a good place to start.  Our services Include:

• Sales Talent: Assess your sales organization to determine if you have the right sales roles to help you achieve your goals, and if they are supported properly by marketing and other core business functions.
• Sales Incentives: Assess the alignment between your sales process and your incentive compensation plan.  And put in place rewards for the activities that lead to a sale.

If you are interested in hearing more about our services, our methodologies, or our success stories, contact us here.