Monthly Archives: April 2014
Driving Momentum Through Your Managers is Essential 6 for Scaling Sales Success

Welcome back to our blog series on the Eight Essentials for Scaling Sales Success. Last week, we discussed the importance of identifying your sales organization’s limitations and closing those capability gaps. Once these capability gaps have been closed, it’s time to really start moving forward.

When implementing a new strategy into your sales organization, you can’t just go from zero to sixty. You need to steadily build momentum, and in this case, your mangers are the drivers and their teams are the car. Your managers are the ones that create the momentum you need to scale sales success across your organization. This brings us to our sixth essential for scaling sales success: Driving Momentum Through Your Managers.

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Closing Capability Gaps in the Sales Organization is Essential 5 for Scaling Sales Success

Welcome back to our blog series on the Eight Essentials for Scaling Sales Success. Last week, we discussed the importance of understanding your organization’s ability to execute the strategy. While identifying your sales organization’s capabilities to execute on the strategy is very important, it is just as important to identify its limitations. An organization’s success in executing the strategy will go only as far as its weaknesses will allow. This brings us to our fifth essential for scaling sales success: Closing Capability Gaps.

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Understanding Your Sales Organization’s Ability to Execute is Essential 4 for Scaling Sales Success

Welcome back to our blog series on the Eight Essentials for Scaling Sales Success. We last discussed the importance of determining the requirements of your organization to execute your strategy. How often does a strategy fail because the sales organization couldn’t execute on it? Once a new sales strategy is in place, it’s critical to ensure the sales organization can deliver on the new requirements. After defining the strategy and building buy in for it throughout your organization, last week we discussed four key areas in the sales organization that must be addressed to support the execution of the strategy: the people, processes, skills and tools needed. The sales organization will only go as far as its capabilities will allow. This brings us to our fourth essential for scaling sales success which is understanding your organization’s ability to execute the sales strategy.

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Determining Requirements for Execution of the Sales Strategy is Essential 3 for Scaling Sales Success

Welcome back to our blog series on the Eight Essentials for Scaling Sales Success. We last talked about the significance of building buy in for your sales strategy. Today, we’re discussing the next essential in the process of scaling sales success which is determining requirements for execution of the sales strategy.

Establish organizational needs to successfully implement the strategy

At this point, your sales strategy is in place and you are building buy in throughout your organization. The next step in scaling sales success is to determine what the organization needs in order to successfully implement the sales strategy. Before you can determine whether or not your organization has the ability to execute, you must determine what that execution requires. Four key areas in the sales organization that must be addressed are the people, processes, skills and tools needed to support the execution of the strategy.

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