Let's Talk
What Sales Leaders Are Assessing to Course-Correct Performance

What Sales Leaders Are Assessing to Course-Correct Performance

Categories: Sales Productivity

Are this year's sales initiatives bringing the results you hoped to achieve thus far? The mid-year mark is a good time to get a quick snapshot of where your team is at and determine your next plan of action.  

Regardless of where you are in your fiscal year, consider opportunities to elevate your strategy and minimize revenue setbacks. We’re working with sales leaders in all stages of growth — supporting them in implementing what’s needed to get to the next level. Here are the top three areas they’re focusing on. 

1. Ensure Sales Alignment with Company Goals

Has your company recently been through a strategic shift or are you preparing for one now? Most strategic changes aimed at improving your company’s competitive position in the market will demand alignment with the sales organization. Here are a few examples of strategic company-wide shifts and how to align the sales organization accordingly. 

If your solution or your buying audience has shifted in any way, ensure your sales organization can articulate the value of your solution in a way that’s relevant to those shifts. Consider a buyer-focused framework that’s proven to help sales leaders align their organizations behind company goals in a way that supports front-line revenue success.

2. Make Talent a Competitive Advantage

While hiring remote talent isn’t new to some organizations, the increase in remote and hybrid work environments, due to the Covid-19 pandemic, has brought new challenges and opportunities for all leaders when it comes to talent management. 

Companies can now hire talent with fewer geographical restraints, creating the ability for leaders to expand their talent pool. How well you’re able to hire and retain your talent could be impacted by an influx of remote hiring from other businesses, including your competition. Your competition may even be leveraging an expanded talent pool to build their sales team. Are your top performers on their list?

Ensure you have the right foundation to make people successful in your organization and mitigate avoidable turnover. How can you maximize your recruiting and hiring efforts? Should the way you build and retain talent change? What new approaches and tactics are worth looking into?

Existing talent and recruiting bench strength are two areas that sales leaders are putting extra focus on. Many forward-thinking leaders are reassessing their talent approach

Improve your ability to scale and grow by ensuring you have the right foundations to make people successful in your organization and avoid your top talent jumping ship. Identify gaps and opportunities to improve ramp-time, bench strength, and top-talent tenure. Use this time as your opportunity to ensure you’re maximizing your talent approach and taking ownership of the process. Here are five tips to help you and your teams attract, hire and retain top sales talent.

3. Improve Business Predictability

Make sure your qualification process gets the results you need, repeatedly. Efficiency and predictability are two critical components to growing a sales organization. With these challenges present in nearly all sales organizations at one point or another, it’s no surprise MEDDICC continues to be a popular methodology. Improving forecast accuracy demands a disciplined focus on identifying the right business opportunities and moving them forward effectively, two things proper execution of MEDDICC can help achieve.

Sales organizations that use a strong qualification tool, like MEDDICC, and have a company culture to support it, put themselves on the fastest route to revenue predictability. If you’re looking to build a sales engine that predictably produces high-value results, ensure you have the right sales foundation in place to maximize your outcomes from a MEDDICC implementation. MEDDICC is just one piece of the sales effectiveness puzzle — understand what other pieces you can implement to ensure results. See how leaders maximize MEDDICC results with a solid sales process and a clear value message. 

Invest in Your Biggest Opportunity to Achieve Critical Benchmarks

Once you can prioritize your biggest opportunities to improve sales execution, invest in making it happen. Use our Rapid Sales Assessment to define and align what’s next for your sales team. Then, lay the groundwork for launching a strategic sales initiative that sets your sales team up for success next year or even as early as next quarter.

Get Started

Sales Pro Central