The VP Sales Force Effectiveness’s Role in Building Sales Excellence
VP Sales Force Effectiveness….Wow! You are a pioneer and a strategic leader. And your company is indeed forward looking by establishing this position.
But what does it take to be a VP of Sales Force Effectiveness? Sales Operations? Training? Compensation? Analytics? And what about the ability to get the most return from today’s CRM and Marketing Automation programs?
Clearly, not much precedence exists in companies today for this position, although the role is beginning to shape across various industries, including building materials.
If you would like to know what others are doing in this important role, we can help.
We have helped establish this role in a variety of organizations. Each company is different, naturally, and yet, we have seen that the VP Sales Force Effectiveness encompasses five critical roles: Leader, Strategist, Consultant, Educator, and Process Champion.
The question is: where do you begin?
Our experience shows that stepping back and evaluating the current state of your organization’s selling system is a prudent first step.
As we have worked with our clients, we help them define a Sales Excellence Index that is then used to build a road map for Sales Excellence in the Organization. This Road Map looks at three critical areas of sales performance:
- Organizational Sales Excellence – A holistic view, examining up to 25 performance indicators of your sales organization. These performance indicators will help establish the road map on where effort and resources need to be applied.
- Sales Manager Excellence – Your sales managers are the most critical players in driving accountability. This segment of the index explores how well you are doing compared to proven best practices of sales management.
- Salesperson Excellence – Finally, the INDEX looks at defining how well your salespeople perform when seen through the five roles research has concluded are essential for tomorrow’s sales professional.
Take a moment to look at what these customers had to say about theirSales Excellence Initiatives.
If you would like to improve sales force effectiveness, explore how we can help you establish your baseline for success for your sales organization. Contact Us Today