Sales Force Development - Is it Training?

Posted by Dave Kurlan on Wed, May 30, 2007 @ 20:05 PM

What is Sales Force Development all about? Sales training? Coaching? Sales Force Automation? Sales Selection? Sales Assessments? Compensation? Incentives? Performance? Sales Management Effectiveness? Mapping the Sales Process? Documentation? Having a Play Book? More?

While it's all of those things and more, its primary focus is the company's strategies for growing sales, whether they are the right strategies, whether sales management is aligned on those strategies, and whether the sales force can execute those strategies.

A sales force evaluation that looks at the people, systems, processes and strategies, provides the answer to those questions and a whole lot more. In addition to identifying the issues to be addressed, it can provide the lion’s share of the content for a sales plan.

 

Development begins with mapping out an effective sales process. That is followed by the development of the sales management team so they can support the salespeople who must execute the strategies.

 

In most companies, a third of the sales force is less than desirable so an improved sales selection process comes next, utilized to hire salespeople who will more effectively execute the strategies.

 

Sales Training, the most popular component of an integrated sales force development initiative, is used to develop those salespeople who can't yet execute the strategies. Sales managers, a few months ahead of the curve, should now be able to effectively coach their salespeople to reinforce the training.

 

Compensation and Incentives can be used to target the behaviors and activities that must change, influencing salespeople to execute the strategies. Then, the appropriate systems and processes must be put in place to support the sales force's mission. Finally, the most important component and the one that most companies do poorly, is accountability: holding every salesperson accountable to something measurable, every day of the week.

Sales Force Development is an integrated approach to organically and systematically growing sales, by improving the people, systems and strategies that impact sales performance.

Many companies fail to work on any of the components of sales force development. Some companies see strategy as key and continue to change their strategies when one after another fails. Ironically, the strategies fail only when there isn't alignment and the people can't execute the new strategy. Many companies provide sales training but fail to provide it in the context of the strategies, and before the strategies, sales management, systems and processes have been fortified. Some companies see compensation as the key, failing to provide their people with the skills and tools to take advantage.

 

When integrated Sales Force Development is utilized, companies will see a dramatic improvement in effort, urgency, consistency and results. When integrated Sales Force Development is embraced, companies will see an improvement in morale, retention and selection. When Integrated Sales Force Development has been made a part of the company’s culture, sales and profits will sky rocket.

© Copyright 2007 Objective Management Group, Inc.

Topics: coaching, recruiting, accountability, Motivation, assessment, Featured

View All 1,600 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

Search the site

 

Audio Book
Top 30 on Kindle
Top 100 on Amazon

Awards

 2016 Top Sales & Marketing Individual Blog - Bronze

2016 Top Sales & Marketing Blog Post - Bronze

2016 Top Sales & Marketing Assessment Tool - Gold

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2016 Top Sales & Marketing Blog

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter

Sales & Marketing Hall of Fame Inductee

Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader

Other Great Sites

top sales world

Evan Elite Promotion New

 alltop