On-demand webinar
Not a sales problem. A leadership system problem.
What you’ll learn :
- Why most organisations don't have a sales problem, but a leadership system problem that shows up as one
- How a milestone-based sales process, with KPIs to hit before a deal moves on, stops teams jumping ahead too soon
- Why weekly sales meetings, one-on-ones and joint sales calls are the simplest coaching levers and the ones most often done badly
- The three parts of a modern hiring process: attracting, assessing and developing
What's covered
Inside the session. Watch a clip, then get the full recording.
Inconsistent forecasts, eroding margins and high turnover are symptoms. Most organisations don't have a sales problem; they have a leadership system problem that eventually shows up as one.
Why two companies with similar products get dramatically different results. Plus the live poll, where lacking KPIs and leading indicators stood out, followed by a focus on individual contributors.
Saban was obsessed with the process, not the championship: "I don't want you looking at the scoreboard." Revenue and EBITDA measure performance, they don't create it. Three themes surface: accountability, coaching and intentional recruiting.
A production company president with terrible turnover wanted a top salesperson now. He had no formal sales process and virtually zero onboarding. Building the process first, then profiling the role, is what attracted the right people.
Accountable to what? A milestone-based process with KPIs to achieve before moving on, and the test: write down your sales process, then ask five salespeople for theirs.
Great salespeople close business, great coaches grow people. One-on-ones versus pipeline inspections, and how a structured agenda turned one client's update meetings into productive ones.
Coachability and will to sell. Attracting, assessing and developing, and the company that swapped its leadership off-site at a Mexican resort for an internal manager coaching programme, and saw retention rise.
The formula behind SalesStar's approach, a poll where 78% pointed to effectiveness, and questions on assessing salespeople, sales process for multiline distributors, and where AI fits in sales culture.
Resources
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Frequently asked questions
Common Questions
The presenters argue they are usually symptoms. Most organisations don't have a sales problem; they have a leadership system problem that eventually shows up as a sales problem. The session works back from those symptoms to root causes in accountability, coaching and hiring.
Start at the 30,000-foot view with the big milestones that exist in almost every sales process, then dig into the KPIs within them. For a multiline distributor, the process is owned by the distributor and its sales team and stays the same; the solutions you plug in change.
Be careful. Managing is a completely different skill set, and what is often missing is development and training to be a high performance sales coach. One company replaced its annual leadership off-site with an internal manager coaching programme, and salesperson retention went up over the next six months.
Because speed and strategy don't always travel together. The real question isn't who can do the job, but who can grow the organisation you're trying to become. The strongest organisations don't lower their standards for an urgent need, and some take six months or longer to find the right person.
The next step
Stop running on heroics. Start engineering revenue.
Whichever way you work with us, the same proven Revenue OS runs underneath. Book a growth session and we’ll show you where to start.