The sales team’s efforts is what creates the opportunity and closes the sales. Your job as the team’s manager is to help them be at their best and win the best business, every time.
There are many uncontrollable variables when we work with people in a complex ecosystem. Stakeholders’ behaviors and decisions are motivated by very various factors, which makes the buying cycles more difficult to control or even understand. This section is all about turning this into a predictable, forecastable revenue growth machine.
By applying structure into our ways of working and defining our sales processes well, we bring predictability into the process. What can be measured and predicted can be improved.
Solid performance management comes through a disciplined and structured approach, and it ensures that we work with the right customers and in the right way.