Every sales strategy shift comes with optimistic hopes that employees are going to make the changes required to ensure success of the strategy. While hope is always important, the reality of sales roles is that compensation plays an important part in motivating behavior. Therefore as a sales leader, when you adopt a new sales strategy, it is important to ask yourself – “how am I going to connect compensation to successful adoption and execution of the strategy?”
If you were thinking about the qualities of a top performing sales person, one thing you might note is that top performing sales people like a good challenge. If they did not enjoy the challenge of sales, the thrill of pursuing an account and winning it, they probably would not be top salespeople. The same can be said about successful sales leaders. Leading a sales organization and achieving those ever increasing goals can be extremely rewarding.
No sales strategy can succeed if the strategy is not clearly communicated and cascaded from the top of the organization down through management and to individual sales people. In this blog series, we covered key insights for getting off to a quick start in the new year and creating focus on the sales strategy. You might remember from both of those posts that communication of the strategy played a big role in both getting off to a quick start and creating focus on the sales strategy.