Implications for Sales Leaders
Posted: Mon Jan 27, 2025 6:15 am
Business Result metrics have a high value in reporting. These enterprise-level measurements must be monitored (and they are) with great attention, though their only active role in management is in measuring success and determining which Sales Activities and Sales Objectives need to be changed.
The implication for sales leaders is that collecting metrics at only one level (e.g., revenue) is leaving to chance the Sales Objectives and Sales Activities that are critical in achieving the desired Business Results. Sales Activities, Sales Objectives, and Business Results must all be measured and reported, if sales executives want to truly exercise control over their sales forces and manage their salespeople toward desired results.
Talent always finds a way to win. Find out exactly how to pin point sales talent in job interviews with the FREE Ultimate Guide to Interviewing and Hiring.Sales are up. Leads are coming in.
We don’t need to keep paying for lead generation, do we? Let’s save that norway telegram data money. The sales rep is setting appointments. He can do it.
Or – Hey, lead generation is performing. Yes, the sales rep left, but we don’t need to replace her. The owner will work the leads.
Yup. I hear both sentiments all too often, and it drives me crazy.
Business executives think once they have a strong salesperson in place, they don’t need any other business-development strategy. They believe their sales rep is their lead-generation strategy. Vice versa, if the rep has left, they think they can rely solely on their email drip campaigns or Google AdWords for new prospects to phone in.
Oh my, that philosophy is egregiously flawed and highly risky.
Suddenly you’re beholden to one staff person to drive all new business development for the organization. If that salesperson leaves, so does your lead-generation activity. There are no inbound calls. Prospects dry up. New opportunities slow. And your pipeline trickles to nothing.
It’s time to change how you think about lead generation. Lead generation is not an activity. It’s a critical business process and your successful salesperson is a tactic you employ in the process – not the whole process.
The implication for sales leaders is that collecting metrics at only one level (e.g., revenue) is leaving to chance the Sales Objectives and Sales Activities that are critical in achieving the desired Business Results. Sales Activities, Sales Objectives, and Business Results must all be measured and reported, if sales executives want to truly exercise control over their sales forces and manage their salespeople toward desired results.
Talent always finds a way to win. Find out exactly how to pin point sales talent in job interviews with the FREE Ultimate Guide to Interviewing and Hiring.Sales are up. Leads are coming in.
We don’t need to keep paying for lead generation, do we? Let’s save that norway telegram data money. The sales rep is setting appointments. He can do it.
Or – Hey, lead generation is performing. Yes, the sales rep left, but we don’t need to replace her. The owner will work the leads.
Yup. I hear both sentiments all too often, and it drives me crazy.
Business executives think once they have a strong salesperson in place, they don’t need any other business-development strategy. They believe their sales rep is their lead-generation strategy. Vice versa, if the rep has left, they think they can rely solely on their email drip campaigns or Google AdWords for new prospects to phone in.
Oh my, that philosophy is egregiously flawed and highly risky.
Suddenly you’re beholden to one staff person to drive all new business development for the organization. If that salesperson leaves, so does your lead-generation activity. There are no inbound calls. Prospects dry up. New opportunities slow. And your pipeline trickles to nothing.
It’s time to change how you think about lead generation. Lead generation is not an activity. It’s a critical business process and your successful salesperson is a tactic you employ in the process – not the whole process.