Sales Manager Development & The New Sales Results Equation
Matt McDarby
President @ United Sales Resources | Sales Leader | Creator of the Sales Leaders Operating System??
?? I learned about focus from my former Huthwaite boss and current friend and supporter, John Golden. Specifically, I learned how important it is to establish and maintain focus on a very small number of things at which you / your business excels. Otherwise, your business becomes a jack-of-all-trades and a master of none. Your customers wonder what they can trust you to do and who you really are. ??
The focus for the last dozen or so years at United Sales Resources, LLC has been on sales management development -- helping frontline sales managers and leaders of leaders to drive consistently great sales performance, to build strong followership, and to develop talent in a way that provides the foundation for future growth.
Our clients are some of the most successful sales organizations in the world. Why? Because they put their money where their mouth is when it comes to professional development for sales managers and leaders. They don't just talk about how important sales manager performance is to the SALES PERFORMANCE EQUATION, they spend time, effort, and money on the development of their sales managers.
Did I catch your attention with that reference to the SALES PERFORMANCE EQUATION? I hope so, because it was once an important point of reference for sales, enablement, and sales / revenue ops leaders. A simple way of looking at the key factors that impact sales results.
The SALES PERFORMANCE EQUATION used to look something like this...
(S + P + K) X E = R
Spelled out --> (Skills + Process + Knowledge) X Effort = Results
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But I believe the equation has changed over the last few years, and in 2024, it looks like this...
(S + P + K) X SME = R
(Skills + Process + Knowledge) X Sales Manager Effectiveness = Results
We can debate how to quantify Sales Manager Effectiveness, and I welcome that discussion. The point is if you don't know how to rate your sales manager's effectiveness or you do and the rating is unacceptably low, then you must do something about that.
The big question is what action will you take? Which of the few key factors that affect Sales Results will you address next?
#salesleadership
Marketing at Full Throttle Falato Leads
5 个月Matt, thanks for sharing! I am hosting a live monthly roundtable every first Wednesday at 11am EST to trade tips and tricks on how to build effective revenue strategies. I would love to have you be one of my special guests! We will review topics such as: -LinkedIn Automation: Using Groups and Events as anchors -Email Automation: How to safely send thousands of emails and what the new Google and Yahoo mail limitations mean -How to use thought leadership and MasterMind events to drive top-of-funnel -Content Creation: What drives meetings to be booked, how to use ChatGPT and Gemini effectively Please join us by using this link to register: https://forms.gle/iDmeyWKyLn5iTyti8
Loved the fresh insights! ?? Napoleon Hill once hinted at the magic of blending persistence with innovative strategies - much like your article suggests. Keep inspiring! #SalesGrowth ??
Executive Leader | Sales Leader | Process Improvement | Business Development
1 年I love this! It’s not as simple as “skill and will”. Processes and effort are an important part of the perfect running sales engine! This is a great equation to remember.