3. Accurately predict and hit your revenue number, repeatedly
Accountability couldn’t be more important than in the sales planning process. The cadence with which you enable your managers to inspect and reinforce every deal is critical to driving revenue predictability.
You’ve been there. It’s the end of the quarter and your reps are scrambling for the number. The whole organization is a stress ball. So, what happens? Sales reps go into the accounts and opportunities trying to squeeze anything they can into the quarter. They discount and lose margin, while they desperately try to close deals that aren’t baked. As a sales leader, you own the responsibility of ensuring your reps are building pipeline at the territory level. If you want to drive success in sales planning, you need to drive accountability in the forecast, and drive a sales culture where reps drive pipeline at the territory level. How do elite sales organizations accomplish consistent revenue growth and business predictability?
Elite Sales Organizations Accurately Predicting Revenue
Elite sales leaders ensure reps are building pipeline at the territory level. They’ve shifted the mindset of the sales organization by driving accountability for the forecast and instilling a franchise mindset among the reps.
Elite Sales Organizations Have a Franchise Mindset
Salespeople view their territories similar to how a franchise owner views his/her business. They see “their piece of dirt” as their own business unit, and more importantly understand that they’re responsible for their unit of profit. The best sellers are the ones who own their territories. They’re accountable for the territory’s revenue. Just like a franchisee, they know how to leverage the power of the company brand to earn revenue.
This sales franchise mindset also drives your sellers to build pipeline at the territory level. If they see their territory as a business unit, they see the big picture. The question for sales managers to reps is, “What is your franchise doing right now to generate pipeline?”
Elite Sales Organizations Enable Managers
Managers play a critical role in making sure an organization can accurately predict revenue. It's important managers know how to inspect pipeline and coach skills that will move those deals forward, enabling an accurate revenue forecast.
Sales reps don’t need managers who sit behind a desk checking an Excel spreadsheet or grousing about not making their numbers. They don’t need managers who swoop in, take over a deal and close that deal themselves. They need a sales manager who will provide not just the what, but the how.
Elite sales organizations ensure their managers have a repeatable cadence, (We use the Management Operating Rhythm®), that gives them the ability to focus on the high-value activities needed to ensure accurate forecasts.
Predictability is a key element of effective sales planning. Elite sales organizations have the tools, processes and content that drive this predictability, enabling accurate revenue forecasts and overall accountability in the forecast. See how the right planning tools and processes could help you enable the franchise mindset across your sales organization and drive consistent business predictability.