World-Class Sales Organization.
We hear those words a lot. Some companies aspire to it. Others claim to be there already. You are more likely to hear claims like those from a large enterprise, but you have better odds of actually finding it in a small-to-midsize company.
World-Class Sales Organization.
Some would say it's a description of a company's people. Others would suggest it has more to do with results. Many would say it's about the size of the sales force. And a few would point to sales leadership and discipline.
World-Class Sales Organization.
The top team of sales strategists at my sales leadership consulting and training firm, Kurlan & Associates, set out to define what a world-class sales organization is and we developed this model.
There is an important distinction to be made here. At a large company, there could be one or more individuals responsible for each category in the model. In a small business, one person (and sometimes fewer than that) may be responsible for all categories. And in many companies, some of those categories are placed under the direction of people who aren't qualified to lead them. In other companies, there are huge gaps where some (or all) of one or more categories are missing.
Let's discuss the challenges of this model in a smaller company where there may be a half dozen salespeople reporting to one sales manager. How is one person supposed to handle:
- Sales Leadership
- Sales Architecture
- Sales Infrastructure
- Sales Talent Management
- Sales Enablement
- Sales Human Capital
Speaking of time, we're on the cusp of summer which begins on June 21 and it can't come quickly enough for me! Nancy Bleak, author of Conversations That Sell, has published her 3rd Annual List of sales books you can bring to the beach. We are proud and thankful that Nancy has chosen to include my best-seller, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball on her list. We also encourage you to include Frank Belzer's terrific book, Sales Shift, on your summer reading list.
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