All Stories
Sales Performance
Manufacturing Company — Sales Performance System
Manufacturing & Industry·Sales Performance Engine™ + Sales Leadership Training·6-Month Program + Field Coaching
Problem
The sales team was growing, but performance was dependent on individuals. Pipeline management was inconsistent, the forecast was unreliable, and sales managers were unable to do field coaching.
Approach
The sales process, behaviors and KPIs were analyzed with a commercial diagnostic. B2B sales training, pipeline architecture design and a field coaching program for sales managers were implemented.
Solution Architecture
- Sales process and pipeline architecture
- CRM stages and forecast model
- Sales behavior scorecard
- Field coaching rhythm
- Monthly performance review
Behavior Change
- — The needs-discovery behavior in sales conversations grew stronger.
- — Pipeline management was standardized.
- — Sales managers began doing regular field coaching.
Business Result
- — Improvement in forecast accuracy
- — Increase in pipeline coverage rate
- — Shortening of the sales cycle
“Sales has moved beyond individual success stories and become a manageable system.”
— Confidential Client
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