People judge sales teams on many parameters - mostly on sales and the quality to hit the number. I tend to agree but that also presumes that the "number" is legitimate and aligns to the increase of your business, among other things. Presuming that your sales team hits the number, there is also someone else very important way to measure the effectiveness of a sales organization.
I call it "Speed to Market." How swiftly can they execute on something. To me, hitting the amount is important but to be truly world class, you need some other dynamics at play.
For instance, you need good team work, organization, communication, commitment, focus -- and how about firm continuity? You need a way to recover if your best and brightest somehow get hit by a bus -- either that bus is a competitor stealing your citizen or someone else business plucking the brightest sales reps out of your industry. Many components and strategies are needed to originate a world class organization, but let me get back to "Speed to Market."
How swiftly can your society talk to a new edict and drive it straight through the internal and external ranks? Maybe it is a product recall, an urgent sales opportunity or other communication they need to "get out to the prospects and customers" and/or move the customers to take action. You see, a drill like this -- and it's normally not a drill -- is a needful measurement of the effectiveness (the structure, the organizational skills, communication skills, teamwork, fitness, etc.) of the team.
If your team were given a blitz or some other immediate campaign to execute on, would it cripple them? Bring them down to their knees? Or would they smile gladly and get it done? The best of the best sales teams are capable of staying on procedure And taking on an urgent campaign. They strap on that extra duty for real because they are organized and crisp in their day-to-day execution.
It's likely that you have a unique business, and the type of "blitz" or "urgent campaign" for your operations or shop is extra to you and your team. But as a leader, I bet you can spin to what I am saying. It may cause you great anxiety or you may be breathing easy thinking: "No problem. We are organized. You could hit us with an extra load at anytime and we would deal with it with ease, all while chronic on our current charge." If that's the case, good for you.
And if this brings you anxiety, start reasoning about how you can get ahead of the curve. How can you come to be more organized in your team buildings - its goals, communications and other processes -- so that your life is easier and more organized? What are the key strategies for sales success, and how will you implement these strategies straight through training materials and sales training seminars to ensure your whole team is on the same page?
Position yourself for success by readying your teams for added work. To me, it normally comes back to society and communication.
I wish you the best in your Speed to Market.
"Now YOU Can Create Professional 3D Animations, Games And Graphic Models Like Pixar and Dreamworks In 2 Hours or Less..."
