1. Do you have the Right
Sales Leadership
By Tom Siciliano

2. Ask your self the following questions
on the next few slides:
To see if you have
the “right” sales leadership
currently and for the future

3. Is our VP Sales, Sales Director
or Sales Management team
doing everything possible?
• If yes, delete this presentation and go get
a cup of coffee and set-up a tee time!
• If no, do I have people within my company
who can – If I don’t, where do I find them

4. What is missing in our
field/inside sales teams?
• Great teams are made up of skill players, tactical
players and strategy leaders, what part is
missing…
• Everyone should be working together and the
team should be excited!!!

5. How high is our turnover?
• If your turnover rate is • If your turnover rate is
greater than 20% - less than 10% - look
look at it… at it
• If your turnover rate is • If your turnover rate is
greater than 30% - 0% - start worrying
start worrying…

6. Do our sales reps know their goals?
• It’s more than just the sales goals…
• Do they know their activity standards
– Prospects added
– Appointments
– Presentations

7. Does our team know our value
proposition to our customers?
• What and how are we selling
• Who is teaching this - who is reinforcing it

8. What is our closing rates
by rep, territory…?
• First, do we know how to figure closing rates –
second, are we tracking it by rep, territory, size
of account (by quarter and year)
• What are we doing to increase our success

9. Have we prepared business plans
by market?
• When is the last time we did a business plan
by sales market / territory
• Here are just some of the things to be looking at
– Competitor data
– Prospect base
– Our strength's vs. our short falls

10. If your company needs help - call for a
“free 30 minute” consultation
Integrity Associates LLC
(847) 669-6723
tom@sales-recruiting.net
Tom Siciliano