As a sales manager, you are charged with building a repeatable, scalable sales process for your company. While this is a tall order to fill for most, don’t let it stop you. Building a repeatable, scalable sales process will challenging. However, it be one of the best decisions you ever make as a sales leader. Here are four areas of focus as you build this process.
1. Hire the coachable.
The first step in building a repeatable, scalable sales process is hiring. Your salespeople are your most valuable asset. The right team of sales professionals means that you’ll drive sales and profitability for your company. The salespeople you hire must be coachable. Coachable salespeople are problem solvers and passionate about their careers. In addition, they are proactive, flexible and have a positive attitude. Over time, you can teach a coachable salesperson the skills to become a top performer. Most importantly, coachable salespeople will be open to learning and following your company’s sales process.
2. Provide sales training with ongoing reinforcement.
Coachable sales people have a burning desire to keep getting better. Sales training with ongoing reinforcement will create consistency on the team and will allow for measurable sales results. If you’re struggling with implementing sales training with ongoing reinforcement, a company like ours can help. Whether it’s RedRock Leadership or another company, be sure that your sales training has a foundational component that can support ongoing reinforcement. In addition, make sure you can measure the success of the ongoing sales training.
3. Have your sales team create individual prospecting plans.
Lead your salespeople through a process and have them create prospecting plans. A prospecting plan will allow your salespeople to set their own expectations for results with prospecting. Once the plans are created, you must create a master tracker to collect the results of their activity on a weekly basis. Then, once per month, have a one-on-one meeting to discuss opportunities for coaching. A comprehensive prospecting plan will include expectations for networking, phone calls and referrals. The ongoing sales training you provide must have a component to support the training needed to keep the prospecting efforts alive. My prospecting e-book and this 1-page plan template will help you help your team create individual prospecting plans.
4. Hold your sales team accountable to a sales process.
The sales team you are building wants shorter sales cycles and they want to close bigger deals. The value you bring to your sales team will be your ability to hold them accountable to a sales process that will help them do this. Your sales process will be your blueprint for success if you customize your CRM to it, lead your sales meetings with it and coach your salespeople using it.
Building a repeatable, scalable sales process for your company will be one of the best decisions you’ll make as a sales leader. Focus on these four areas and you’ll notice sales and profitability grow and be sustained over an extended period of time.
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Jeff Ruby
Founder of RedRock Leadership