One of the primary questions that you can expect to be asked when you’re talking about sales impact management is “what is the best way to optimize sales force results?” While there have been many different approaches over time that have attempted to provide answers to this question, the reality is that no one approach can provide a definitive answer. This is primarily because every individual salesperson will bring various attributes to the table that can make impact management more effective or difficult. By closely analyzing what your current sales team brings to the table as well as understanding the contributions that they make to your overall sales impact, you can take steps towards refining and better leveraging your sales process.
To begin this exploration of potential ways to optimize sales performance, you’ll want to understand what information your salespeople are bringing to the table. Without good information, you’ll be operating with blinders on. As you gather this information and begin to understand it, you’ll discover that each salesperson brings something different to the table. For example, some salespeople may bring to the table sales skills, market share, and other such quantifiable information. Others may bring emotions, sales training methods, and various other types of non-quantifiable information that are equally important to the overall success of your company.
When you really understand the contributions that your salespeople make to your overall success, you’ll start to get a better sense of how to optimize sales force results by assigning more specialized roles to individual salespeople. For example, you may find that there are certain skills or sales techniques that only a handful of salespeople in your organization possess. If you want to ensure that all of your salespeople have the skills and knowledge that they need in order to help your business succeed, you should consider providing them with specialized training. This could include sales training courses, online or on the job courses, or even workshops. The best way to optimize sales force results will involve utilizing the expertise of salespeople in all departments, and not simply in the sales department.