We spend almost 40% of our time at AMC hiring Heads of Sales for our clients across all asset classes and strategies. Sales appears to be a straightforward process but leadership of these teams requires focus - both your own but also ensuring focus of your teams. Enjoyed this article on ensuring that focus.
Sales professionals make decisions every day about what prospects and customers they will be meeting with, what products or services they will highlight in their pitches, and even what elements of your value proposition they will emphasize. McKinsey & Co. research on B2B purchases indicates that 25% of the buying decision depends on the interaction with the sales professional. That puts your strategy in the hands of inexperienced company strategists who are focused, often solely, on how to reach a quota. Are you comfortable with that? If not, there are three things you should do to make sure that your salespeople understand and implement your strategy as you intended it, and that their actions are in line with your goals, not just the target they need to hit.