High Growth Sales Management

Learn how to setup and manage a high performance sales organization that delivers High Growth.

What is High Growth Sales Management

High Growth Sales Management is different from regular sales management in the following ways:

  1. It is exclusively focused on growth in new business—primarily from new accounts, and secondarily through new sales from existing accounts.

  2. 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:

    1. At any given time, the value of the sales pipeline must be at least three to five times the sales target to be met.

    2. Since the pipeline is the key determinant to sales target achievement, sales reps must demonstrate real and measurable progress to justify keeping an opportunity on the sales pipeline.

    3. Progressive rather than straight line compensation is used to reward those that are bringing in more than their quota.

    4. Metrics and Key Performance Indicators (KPIs) are reviewed several times a day via dashboards to inform corrective actions that need to be taken immediately

    5. The sales organization works as one team with all reps supporting each other in preparing for and closing deals.

Why is High Growth Sales Management Critical

Only top sales reps have developed the discipline to work in a way as to perform at a high level—everyday.

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.

Why SOMAmetrics?

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.

Case Studies

How BHAG approach increased sales by 50% through improved sales operations,management, and targeting.

How we transformed A Global Account Development Team into a high performance sales pipeline development star in four months.

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