HUMAN Sales Management & Coaching

What is HUMAN Sales Management?  Modern Sales Management is a unique blend of data, metrics, process, structure, relationships and human connection.  I often see organizations that focus heavily on the business science aspects of growth.  Conversely, I also see organizations that do a good job with the human aspects of growth.  Rarely, does a blend of both business science and human leadership exist in the growth organization.

To achieve sustained results in our modern environment we need to be EXCEPTIONAL at both business science and human business elements.  Sales management now includes close collaboration with all departments.

The HUMAN model for Sales Management & Coaching incorporates both business science with human characteristics.  Here are a few concepts from the HUMAN model.

ROH_HHEALTH REVIEW

  • 80/20 Account Management

  • Pipeline & Management

  • Growth Enablement:  Marketing, Sales, Operations, Customer Service

COMMON PROBLEM

Inaccurate pipeline management is leaving production and operations in the dark for planning, inventory and staffing needs. Harmony between sales and operations is a challenge.   Think Growth Operations not Sales & Operations.

ROH_UUNCOVER INSIGHTS

  • Proactive Prospecting Engagement

  • Demographic & Generational Changes

  • Strategic Alignment

COMMON PROBLEM

Re-tool your team for modern prospecting. What happens in the field tends to stay in the field. Understand buying preferences & time spent between appointment setting, account management, business development activities and non-growth functions.

ROH_MMAXIMIZE OPPORTUNITIES

  • Key Performance Indicators (KPI's)

  • Growth Model

  • Growth Process

  • Growth Plan

  • TEAM Mission

COMMON PROBLEM

Your metrics are not motivating or creating results. You have set metrics, pipeline requirements, revenue goals, gross margin goals, number of visits per day, number of appointments per week, but some of the team (or all) is not hitting the defined goals.

ROH_AACHIEVE CLARITY

  • Articulating Expectations and Goals

  • Weekly Check-Ins

  • One-One Conversations with Frequency

  • TEAM Collaboration

COMMON PROBLEM: 

The team works independently and does not communicate or readily share information. There is not a sense of unity towards a common goal.

ROH_NNURTURE GROWTH

  • Guidance and Training

  • Caring and Serving mindset

  • Recruiting Funnel

  • On-Boarding Process

COMMON PROBLEM: 

The threat and cost of turnover is high. Consequently, leadership, management and team struggle to gain traction with internal, prospect/customer relationships and growth.

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