Intentional Growth
#180: 6 Components to Creating a High Performing Sales Team (Ep.4 of Value Growth Series)
We are on episode 4 of the Value Growth Series.
Today Gary explains the 6 components of a health sales organization and what you can do to systematize your sales... which help grow your company and make it more valuable!
- Growth Strategy
- People
- Process
- Measurement
- Rewards & Recognition
- Execution
We’re going to be debunking and demystifying what people often think are the common sales problems (performance, compensation plans, managing the "rain maker", hiring, etc.) and what you can do about it using the 6 components.
What you will learn:
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The 6 components that make up a high performing and sustainable sales organization
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How to systematize your sales organization just like any other department
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How to hire, retain and train a top sales executive
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How to eliminate your intimidation behind and building running a sales department
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How to tie your sales forecast to your financial budget and strategic plan
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How to approach sales compensation plans (the dos and don'ts)
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How to identify and hire hunters vs farmers
- How to harvest the best talent out of people
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The biggest mistakes owners make when hiring and building out their sales team
Quotes
“I really see marketing as determining who we are and what we’re going after and sales is executing that” - Gary
“Those three things (firing, sales training, comp plan) are never the answer.” - Gary
“If people, in general, don’t know what game they’re playing, they’re just not as motivated cause you don’t know how to win.” - Ryan
Takeaway:
If you’ve ever had anxiety about hiring or maintaining your sales department, these steps will help you hire and build your perfect sales team and will help you systematize your department so you can achieve those value goals you have set for you and your business.
Links and Resources:
Gary Braun, email: gbraun@pivotaladvisors.com
Reach out to me if you have questions about the boot camp!
You can also reach out to me via email at rtansom@arkona.io or on my LinkedIn
About Gary:
Gary is a founder and co-owner of Pivotal Advisors. He works with organizations to help them scale and grow and helps them define where growth is coming from, helps them hire and/or develop the sales team, identify ideal clients and markets, and leverage true differentiators (even in commodity markets). He also implements sales processes, targets specific KPIs, increases activity, creates and applies sales compensation plans, and develops sales leadership skills.
Previous Experience Before Pivotal Advisors, Gary worked for 20+ years as a salesperson and sales leader. He began his career right out of college in the harsh world of selling copiers door to door to businesses. Then Gary moved to a fast-growing manufacturer of desktop publishing equipment called Laser Master and was responsible for selling through a dealer network. His role there was to recruit, train, and manage resellers and help them sell products. This is where Gary got a promotion and got his first taste of management running the west coast.
From there, Gary moved to a reseller of Digital Equipment Corporation selling new and used computer servers, storage, networking equipment, and licensing to Fortune 1000 companies. This is where he learned the ins and outs of enterprise selling, how to map out organizations and find the various divisions, locations, and decision-makers to “land and expand” these large accounts. Gary was recruited away from that reseller to join a “startup” at the time called Digital River, which sold outsourced e-commerce services.
In the beginning, he was tasked with chasing down strategic software vendors and dealers, but in a short while, he was leading the sales team. In his time at Digital River, company sales rose from $1M in revenue to over $400M. This is where he learned how to implement repeatable systems and processes. Those would allow the sales team to grow to the point where average salespeople could be successful if they followed the playbook Gary had developed. Then, he got a phone call from his brother, Mike, in 2008 to start a new firm called Pivotal Advisors and the rest is history.
