The linchpin is sales performance is the quality of your sales management team. In this case study, the field management team was full of promoted super-reps that knew how to sell but were held back by a lack of professional sales management skills. The solution was a custom built sales management academy. A presentation by Sales Benchmark Index.

1. Sales Management Are You Ready To Be World Class?

2. The Situation $400M Environmental Services Co. faces: History of failed sales force effectiveness initiatives Risk in upcoming roll out of new custom sales process High turnover and no defined sales management career path Sales Leader wants to: Upgrade sales management skills Ensure success of new sales process roll out

4. HR provided generic management training to sales managers

6. Interviews, Surveys

7. Field observations

8. Benchmarks

9. Root cause - A high proportion of promoted super-reps in sales mgmt

10. Lacked coaching skills

11. Focused on late stage instead of full pipeline

13. Survey (Extract) Managers’ self assessed weaknesses run contrary to sales team’s perspective Managers noted Field time and 1-on-1’s are not a weakness compared to other areas

15. Do not re-visit action items from annual performance review

16. Conduct team calls without a defined agenda

17. Do not reinforce prior sales training

19. Academy Content (Samples)

20. Academy Content (Samples)

21. The Result

22. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com