When sales managers ask the question, “How can I get my sales team to bring in more sales,” the more obvious solution would be more sales coaching and more sales training. However, what are you coaching and training them against? What metrics do you have so that you can achieve world class sales performance or quickly turnaround underperformers? How do you even know that you’re offering the sales training and coaching in the areas that they truly need it most that will then demonstrate a measurable R.O.I.?
You can go to Yahoo Finance and compare your company’s financial metrics against others in your industry, even by organizational size. Yet, most companies can’t do the same for their sales force. Well, now you can.
Today, benchmarking best sales practices is more important than ever. The discipline of sales benchmarking has finally matured enough to enable executives, and even sales professionals, to compare their performance against best in class and averages of relevant peers. The results are revealing and typically lead to best practices solutions to close the gaps.
Does this sound a bit like sales research, sales analytics or sales reporting? It may, but it goes much deeper than that, offering valuable intel for any sales manager and organization to use in order to more rapidly deploy solutions for your sales team’s mediocre performance and provide the sales coaching around the discipline they truly need to develop and refine the most with pinpoint accuracy.
Greg Alexander is the CEO of Sales Benchmark Index and the co-author of Topgrading for Sales: How to Interview, Hire, and Coach Top Sales Representatives.
His firm focuses on one thing: benchmarking sales forces. Using empirical data to do peer review, his benchmarking process enables you to diagnose and address the root case of success and failure within sales organizations and amongst salespeople utilizing measurable evidence instead of relying solely on who has the loudest voice or the lowest sales. This enables managers to make the necessary changes not by their experience, instinct or gut reaction but by using objective data to drive measurable change.
Tune in to this pre-recorded webinar and learn how you can use sales benchmarking to expose opportunity and to subject the sales function to the same scrutiny as other corporate departments have had to face for years. Find out what significance this has for your business in terms of leading vs. lagging indicators, empirical data vs. sales surveys, and internal sales benchmarking vs. external sales benchmarking.
Need help? Lets face it. The majority of managers are not trained in metric analysis or how to benchmark effectively to bring in more sales and improve performance. This goes much deeper than tracking your general stats or closing percentages. If your company isn’t already doing sales benchmarking to this degree and you’re tired of shooting in the dark, trying to pinpoint the root cause of slumping sales and lagging performance, then email me to discuss the steps you need to take to effectively benchmark. Forget how pleasantly amazed you’ll be in terms of how cost effective and more efficient sales benchmarking is as opposed to attempting to do it on your own; this is a critical component for any organization. I’m such a huge advocate of this essential process, that Greg and I would be happy to help you personally, so feel free to reach out to me anytime.
View the webinar here.