It is exclusively focused on growth in new business—primarily from new accounts, and secondarily through new sales from existing accounts.
It must achieve year over year growth of 50% or more in new business.
Because of these stringent requirements, the management approach is also different:
Most sales reps, on the other hand, tend to work in a reactive mode, addressing whatever is in front of them.
As we described above, the only way to consistently grow at a high level is to have a relentless focus on activities that produce high quality results.
Without High Growth Sales Management, the average sales rep is likely to fall back into doing whatever is in front of them, regardless of the quality of results that can be expected from that activity.
SOMAmetrics helps clients build best practices in High Growth Sales Management, training and equipping their sales managers to run a high performance sales organization.
Outside agencies tend to have certain advantages over internal resources when it comes to sales diagnosis. For one thing, they have conducted dozens of these sales diagnoses and have developed a more robust process for uncovering underlying issues and analyzing them. They tend to have clients that come from a wide range of industries and sizes. Furthermore, outside agencies are more likely to be objective and impartial, assume they know nothing until they ask questions and get some answers.
For instance, with over 25 years of experience building and managing inside and field sales organizations, SOMAmetrics has diagnosed and corrected sales challenges at over 60 companies, ranging from startups to publicly traded Fortune 500 companies.
The SOMAmetrics Sales Diagnosis can typically be completed within one calendar week. It consists of a series of interviews with your leadership team in sales, marketing, and customer support organizations; a review of your sales pipeline; interviews with sales team members; review of your sales processes, systems, KPI’s; your comp plan; and more.
Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline.
It’s an understatement to say that sales is a profession filled with curveballs.From prospects who go dark to phone lines that cut out in the middle of a heated negotiation, you can never say for sure that you know what’s coming.
Too often sales teams jump to quick, ineffective solutions when they see a drop in sales performance. By doing so, they fail to address the root cause of the problem.
It's 10 AM. Do you know what your sales reps are doing? Sales executives with even moderately large, distributed salesforces rely on data to help them understand which activities and behaviors lead to the best outcomes.