ARE MEANINGFUL TARGETS SET & IS THE BUSINESS PERFORMANCE AGAINST THESE TARGETS MADE VISIBLE?
Principle #2 covers:
Effective target setting - That target setting processes are robust & drive growth
Sales incentives - Are in place, are motivating, aligned with interests & drive extra effort
An inclusive business - Managing growth in business by sharing targets across teams
Business growth management - Creating an excitement and awareness of customer wins and business performance
Recognition & reward - Schemes are in place & are highly motivating to staff
Collaboration across teams - That the business has no silos
Setting targets which are high, but realistically achievable, will achieve more results than wildly aiming for impossible outcomes and hoping you come close.
Aligning your incentives with your team's interests ensures maximum motivation and productivity.
Makes all departments of the business responsible for and striving towards the same goal.
"Tools that help you change the things you need to change."
You can know exactly how a field needs to be ploughed to grow crops, but without the right tools, it's going to be a lean harvest.
Will give you an overview of the things that you need to be aware of to cultivate the value through an inclusive way of working. Looking at practical growth management strategies that will help your company thrive in a growth culture.
1 Page Summary
Use this toolkit (which i used to analyse a global sales force) to see where you stand vs the best in class and to help you acheive and measure your growth.
1 x Checklist
Leadership has a genuine commitment to develop
Sales Excellence .
Managers spend their time on business performance and people development.
Sales Standards are clear & consistency in Sales Execution is achieved
Sales Pipeline & Lead Management processes are in place and effective.