Sales Management

Once you have the formula that will drive your sales growth, sales management needs to do the hard part…learn to work the formula to gain economies of scale. Once you know what you are going to measure, you need to create a baseline with:

• Where you are now.

• Where you want/need it to be and by when.

• How much revenue you can make per employee (tends to scale up as tenure increases).

• How scalable you want this to be? Do you need to develop a formula that works for 10 people, then 100, then 1000 people. Building that model drives revenue and lets you dramatically increase your scale.

• Plan for employee growth by determining how long it take for a new hire to be break even and then become profitable.

• Plan for revenue growth (headcount and average revenue by tenured rep)

• Focus on how to coach the process

• If someone is not hitting the formula, find the “point of pain”.

• For those that are achieving (or exceeding) find the “best practices” that you can replicate across your organization.

The keys to understanding and implementing these steps are critical. Management must communicate the goals and plan with specific desired actions and expectations, and then hold everyone accountable for their success.

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