In practice and philosophy, sales management is adopting agile methodologies left and right.
Agile sales management creates accountability by aligning effort throughout the sales organization. In a modern sales org, leaders must reinforce that the efforts and targets of any given team have profound effect on the outcomes of their peers.
Agile Sales Management: Goals & Alignment
ExecVision CRO Steve Richard once defined sales leadership as “creating a system of consistency and accountability” in your sales force. Agile sales management is about hard-wiring that mentality directly into your sales culture.
Once you bring data transparency to key performance metrics, you can use benchmarks, incentives, goal-tracking and timely coaching to create powerful feedback loops for hitting objectives. These goals should span individuals, teams, and departments, and touch the various levels of your sales funnel - such as activity metrics, revenue goals, and efficiency KPIs.
A sales force that is inspired with clear, attainable goals and clear transparency of how to acheive them creates sales leadership nirvana - an org that is personally accountable and internally driven to excel.
Agile Sales Management: Best Practices
The following is a short-list of best-practices for agile sales management.
- Use S.M.A.R.T. Goals
- Transparency Creates Accountability
- Develop Healthy Competition
- Praise publicly
- Critique privately
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