In an effort to drive sales performance, you must first identify behaviors that work against sales goals, and reinforce behaviors that work towards sales goals.
Consider every step of the sales process – from the time that a lead goes from prospect to opportunity, to negotiations, and to be a customer, how many interactions occur, and what behaviors should occur during those interactions?
Sales managers should find the skills and behaviors needed for each stage. For instance, if your organization relies on cold calling to source new opportunities, it’s important you teach employees how to sound friendly and open on the phone.
It takes time and a great deal of patience to work with employees and identify what skills could be improved. But a focused effort on individuals will lead to higher retention in your sales team and better results.