Every organisational strength and weakness comes together at the sales interface.
Because of this and because of course they are responsbile for top line growth it is critical that the sales team perform at its best and this means that the sales team manager must to do everything he or she can to help the sales team succeed.
Individuals work within a system
Too often the failure of a sales team is laid at the feet of the individuals with it – the leader or others.
But in many cases this is not the case. We estimate that in less than 10% of cases is sales team failure the result of a poor sales person, After all if the organisations recrutiment process is working fine, then they should have hired well skilled and well qualified sales people in the first place.
A bigger reason for the failure of sales teams to reach targetes is the system within which they work. In other words, no matter how good the sales person is, they will not succeed if the system does not support them, if they don’t have a good CRM, or lack product training, or are unempowered, or lack a clear and diiferentaied strategy.
Driving Sales Team Success
SEP is a continuous improvement application that will help sales teams perform at their very best.
COI’s Sales Effectiveness Profiling (SEP) cloud based software application provides sales team leaders with a tool to help ensure their team has everything they need for success. It identifies and addresses sales barriers whether they be culrutral, strategic or related to systems and processes.