Joe English of 360 Consulting observes that so many businesses struggle to meet sales goals and expectations in spite of their best efforts. This manifests itself in stalled out proposals, inability to take sales to the next level, lack of time to manage sales, inability to find the "right" salesperson, or having the wrong compensation system. Joe points out that there are 4 reasons why companies struggle with their sales: 1. They lack the right go-to-market strategy; 2. They don't have roles, responsibilities, comp plans and onboarding processes for their sales team; 3. Their sales process is ineffective; and 4. They don’t have the right management process.

Joe recommends business owners must have an exceptional onboarding plan and a solid management process that provides constant feedback and input to salespeople so they have clear expectations. Joe offers a 5-step process to implement an effective sales development and management process. Listen to the end for Joe’s gift to our audience.

Show highlights

03:43  The signs and symptoms that a business is failing at building a sales function.

05:24  The underlying issues that cause your sales function to start to underperform.

08:39  The game plan to build an effective sales function.

09:36  The importance of clarity of task in sales team performance.

12:20  The impact on the business owner of having an effective sales team and process.

13:28  5-step process to professionalize your sales function.

17:12  Learn about Joe.  Email Joe at joe@360consultingdfw.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

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