Sales organizations go through a maturation process. In this episode of the Sales Management Minute, learn the sales organization maturity phases.
If you consider the maturation process of a sales organization – starting from the moment the business owner steps away from direct selling to having a high-performance sales machine, there is an evolution that takes place.
As it dawns on the small business owner that he or she needs to focus on CEO tasks – rather than be the sole rainmaker, steps are taken to hire a salesperson. This salesperson functions much like Indiana Jones with no roadmap just a destination.
Over time, one salesperson becomes two, two becomes four… Low and behold, a sales department has been created. However, during the sales department phase, several salespeople function as lone rangers – operating in silos. In essence, each one creates their own path through the woods.
Through wins and losses, what works and what doesn’t becomes apparent. Better stated, best practices are identified during those events. As those best practices are shared, the next phase of maturity is reached – the sales team. This phase is characterized by idea sharing and peer collaboration. The acceptance and use of those best practices by the salespeople is still optional during this phase.
The Holy Grail of optimal sales performance is the final evolutionary phase – the sales force. During this phase, the identified best practices are turned into process whereby the entire sales team is leveraging them. The sales force phase is the institutionalization of best practices among all salespeople with strategy, process, metrics and compensation in alignment with business objectives – leading to peak performance.
So I ask you… How mature is your sales organization?
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.