Sales Leaders, Is your team match fit?
Winning deals post Covid-19 will be critical. We will no longer have the luxury of carrying average and non performers.
How do your players shape up?
Do your hunters love the thrill of the chase and more importantly, the kill?
Do your farmers know what crops to attend to?
Do your support crew enable or roadblock?
How do your players shape up?
Your sales team strategy session will deliver you:
1. WORLD CLASS SALES STRUCTURES
We all want to know what everyone else is doing. It’s easy to get so deeply ingrained in your own organisation that competitor analysis can fall off the radar. We will kick off with a review of your competitors and the sales led organisations who are leading their fields in Australia.
2. ROLE REVIEW
Every sales role in your team has a business critical mission. If the role isn’t business critical, it just won’t make the cut in the future. We will review each role in your team, their revenue deliverables and the necessary behaviours to drive these targets.
3. PLAYER REVIEW
Next we will turn to each individual in your team. This is where the sales virtuosos will be separated from the sales victims. Potentially, your victim is just in the wrong place and by restructuring the roles to play to people’s strengths is when we will start to charge towards the playoffs. Alternatively your virtuoso needs to be coached in a different way to play to their strengths.
4. EXTERNAL BENCHMARKING
Why is it, whenever we recruit externally, the new player negotiates a much higher salary package than anyone else on our existing team? Unfortunately internal relativities are a weak bargaining chip when we go out to market, so let’s strengthen the existing team. In this session, we will benchmark each player’s skills and competencies to the external market. Importantly we will also benchmark their salary – and even if we’re comparatively short, this understanding will help us build the fundamentals in performance coaching for the future.
5. HIGH PERFORMANCE COACHING
Admit it. Your job descriptions haven’t been reviewed in 4 years. Our new future demands the way we support our high performers is as good as the pit crew at Formula 1. No longer job descriptions describing us and what we want – Job Invitations are marketing documents; totally geared toward the individual that not only drive conversion to 100% of candidates coming to interview, but a fantastic foundation to performance coaching for our existing team players.
Runs on the board
“Wesfarmers is a large ASX listed organisation with various perceptions out in the market and I have fairly unrelenting high expectations. After engaging Kara to build my sales leadership team, I knew she could bridge the gap of perception to reality when she started bringing high calibre sales leaders to the table.” Glenn Gunstone, Sales Director, Wesfarmers Industrial & Safety
“Kara is a true Top Gun when it comes to locating Top Talent. Kara separates herself from the pack. For me, Kara has placed five great people over the past six months.” Ted Arlt, Managing Director, Nature Organics
“I recently engaged Kara to recruit a specific sales skill set we needed in the business, after meeting a number of people on the market with no success. Kara delivered the right person within 48 hours who we subsequently employed and is now not only hitting all of their sales and margin targets but is a high performer in the team.” Neil Hockley, State Sales Manager, Bunnings Trade
“Kara is, without doubt, one of the most experienced, knowledgeable and professional recruiters in the country. Kara’s technical understanding of the market, combined with her expertise in the Sales field sets her apart from others.” Craig O’Leary, Commercial Sales Manager, Laminex Australia
Let’s Do This!
Our recommendations and support of implementation are ongoing. We are highly networked to high performance external coaching of leaders and team players if required and we will also recommend SPARC membership to relevant leaders to continue to upskill, compete and win.
