1Roles and stages
Who qualifies, who handles the first contact, who closes, who looks after the account.
Building a Sales Team
A sales team as a system. Roles, standards, an onboarding program and management that don't depend on one strong salesperson.
Sound familiar?New salespeople take a long time to reach results, or never do, Results depend on the personal habits of the salespeople, The manager only manages the end-of-month total
Sales
How we work
1
2Standards
Definitions, stage criteria, mandatory follow-ups, conversation structure.
3An onboarding program
Stages and the time in which a newcomer reaches 70% of the average result.
4Management
Rhythm, forecast and reviews of lost deals.
Sound familiar?
- New salespeople take a long time to reach results, or never do.
- Results depend on the personal habits of the salespeople.
- The manager only manages the end-of-month total.
What usually lies behind it
A sales team becomes a system when a new person reproduces the result in a known time through a clear program. A common mistake is making the best salesperson the manager: these are different professions, and they'll keep selling themselves.
What you get
A documented sales process and roles.
A training program for newcomers with checkpoints.
A procedure for managing the team.
The cost of waiting
If nothing changes
- 01
Hiring will add chaos.
- 02
Strong salespeople will stay irreplaceable.
- 03
Forecasting and planning will lag behind.
When you don't need this service
- The product hasn't been validated by the market. Salespeople will only expose the problem; the launch comes first.
- You need to find losses quickly in a working team. Then a sales audit.
How to tell it worked
Time to reach 70% of the average result
- Spread of results between salespeople.
Share of deals with a complete history in the CRM
Questions
Do you hire salespeople?
We design the roles and the onboarding program. Recruiting is done by your team or partners.
How do we keep a strong salesperson during the rebuild?
Don't change their incentives at the same time as the process. Give them a mentor role paid for the trainee's results. Keep them on the part of the process where they're strongest.
What if we already have a team?
Then the work starts with an audit and rebuilds what's there.
Related
Services: Sales Management · Sales Audit · CRM Team Training Materials: A sales team that doesn't depend on one person
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