How can sales leaders still make their number in the new economy?
As sales leaders are optimizing their team for remote selling, the biggest shift they will need to do for success is to coach their teams to hit expectations from their remote locations. Here, Dan shows specific tactics for how to manage a remote team, coach them to success, and hold each team member accountable.
Here's one that you can implement: The 4 step REKS framework is immediately applicable, fair and a consistent way to encourage everyone on the team to improve and help each other.
* Results: if it's not measured, it can't be improved (e.g. # of deals closed, time from discovery call booked to completion)
* Effort: what are the leading indicators of achieving your results? Be sure to measure this (e.g., meetings on the calendar, demo conversion)
* Knowledge: encourage your reps to invest in their professional development through books, videos or creating content for others to benefit from on the team
* Skills: hold your team accountable to implementing their best practices on customer calls by reviewing call recordings (hopefully with video on) using a standardized checklist.
Subscribe to get more Remote Selling strategies and sales frameworks:
[ Ссылка ]
Get more insights from the Blueprints for a SaaS Sales Organization book:
[ Ссылка ]
- - - - -
Get more frameworks from WbD:
[ Ссылка ]
[ Ссылка ]
Learn more from thought leaders on LinkedIn...
WbD Chief Academic Officer Dan Smith: [ Ссылка ]
WbD Founder Jacco van der Kooij on LinkedIn: [ Ссылка ]
Want to reach out? contact@winningbydesign.com
- - - - -
About Winning By Design:
We specialize in enabling teams to succeed with Remote Selling. Our roots come from advising and collaborating with high-growth startups and mid-market SaaS companies, and we now help global enterprise organizations apply those best practices to achieve sustainable growth. Trusted by 500+ organizations around the world.
How sales leaders can exceed sales quota in the current economy | Winning by Design
[ Ссылка ]
[ Ссылка ]"
