Sales Managers - Five Tools to Plan for a Record Breaking 2022
By Michael J Griffin
5 minute read
Time to “ELAvate” your sales team for record breaking revenue generating 2022. Here are my favorite planning and execution tools to drive and motivate your sales teams in 2022.
Remember you can always email me to set up a no obligation coaching session on how to use any of these tools at michael.griffin@elavategobal.com Here is a short description of each of the five tools for your 2022 sales planning & coaching:
Conducting Collaborative Sales Performance Reviews
Most coaches are not properly trained to conduct collaborative performance reviews. If not properly trained, these events are stressful for the sales manager and salesperson. ELAvate has a two day workshop that trains you in setting up the three kinds of year end appraisals:
The Sales Performance Appraisal, the Developmental Appraisal, and the Salary and Benefits Review. Action Item for 2022: Conduct the Sales Performance and Developmental Appraisals at least once a quarter. This keeps the salespeople on track and makes the year end appraisal a celebration of what you and the salesperson already know.
Sales Strategy Mapping
I was trained to create a Sales Strategy Map by the author Dr. David Norton of Harvard Business School. This map connects the corporate goals and direction for 2022 with the goals and tactics needed for the sales team. Conducting the strategy session to build the map with your sales team gives them tangible actions and buy in to execute on the “game plan’ for 2022. Salespeople see a clear linkage between their personal sales goals and the strategy of the organization. Think how a football coach talks to his players on strategy to defeat their next opponent. Do the same with your sales team with Sales Strategy Mapping.
Sales Team Engagement/Climate Survey
Covid has caused many employees to re-evaluate their life goals, career, work/family balance, boss and the company they work for. Our ELAvate Climate Survey gains valuable feedback from your sales and service team on their motivation and willingness to fully work and perform at your organization. You don’t want to lose your key salespeople/service people. Catch organizational issues early before they become a problem in 2022. This survey captures feedback across 18 dimensions of the what and why people think, feel and are motivated or not to work for you and your organization. Survey results help you determine what changes you may need to make to navigate your teams for a record breaking 2022.
Sales Manager 360 Degree Feedback
Sales manager performance can make or break the sales team performance. Sales Coaches are the key reason successful salespeople stay or leave your company. Our ELAvate Sales Manager 360 Degree Survey gives real competency feedback to each sales manager on how they drive and motivate their salespeople. Each sales manager receives feedback from his/her boss, peers or customers, and each of their salespeople. Feedback is precise and detailed across the 6 Roles of a Sales Manager with 5-6 competencies measured for each role. The survey feedback and results can lead to concrete development plans to grow your sales managers into sales coaches.
The Sales Style Combo Report
Research from Gartner and McKinsey reveals buyers are spending more time researching solutions and less time meeting with B2B salespeople – only 17% of buyer time is spent communicating with salespeople. What this means is your salespeople better be very prepared, and have even better communication, EQ, and selling skills when interacting with the key players who decide on purchases. ELAvate has a Sales Style Combo Report that encompasses the selling communication style of the sales rep and a summary of their selling skill competence across 7 skill areas and 48 specific sales situations. This combo report can identify key salesperson communication strengths and skills or areas of improvement for the salesperson to build stronger customer relationships in 2022.
Begin this week to plan for a more successful 2022 that breaks all sales revenue records! Need my help or advice? Email me for a no obligation coaching session on any of these 5 tools.
Michael J Griffin
ELAvate Founder
Sales Productivity Coach
Someone who Loves to Close Sales!