Sales for the CEOSelecting and Developing Sales Talent

JJ White

Current State of Sales

• Customers are more sophisticated

• More data than we know what to do with

• A new era: Collaborative Selling

• Sales is still very 'siloed' in company

Considerations for the CEO

• Market - Is there still a fit for your offering? How well are you listening to the voice of the customer?

• Company Structure - Are your teams aligned? Do you have a dynamic strategy?

Considerations for the CEO

• Sales Structure - Is your sales process defined? A CRM wrapped around it? Is marketing producing enough quality leads? Is compensation driving the right behaviors?

• Customer Engagement - What are the behaviors of your sales people and how are you measuring them?

"Championships are won on fundamentals. Football is two things: it's blocking and tackling. If you block and tackle better than the team you're playing, you'll win." - Vince Lombardi

Selecting Exceptional Sales Talent

• Look at your existing team

• Design a compensation structure that defines the behavior you desire

• Use a competency model - A and B

• Include 'Live Fire' in the interview process

• Use a battery of assessments with professional interpretation

Developing Sales Talent• Structure defines behavior

• Documented sales process with a CRM

• Build a culture of coaching and feedback

• Review activities and give feedback as soon as possible

• Be the coach, do your job or hire a sales manager

• Coach minimally or effectively

• Be consistent, fair and listen

Sales for the CEOSelecting and Developing Sales Talent

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