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Excerpts from Paradigm Group’s Evergreen Research
WHAT CONSISTENT HIGH PERFORMERS DO


Research on consistently successful sales managers and companies
identifies five key levers for improving performance:

 

  1. Leading strategically

  2. Having intimate knowledge of customer needs

  3. Ensuring standard sales process is followed

  4. Coaching/motivating their salespeople

  5. Creating a high performance climate

 

CSO Insights’ researchers asked survey respondents about their sales organizations’ performance along six important dimensions. They assessed each company’s capabilities in sales process management. Note the significant performance differential between the organizations found to be at Level 4 and the rest of the pack.

Accurately target prospects

Properly qualify leads

Effectively present features
and benefits

Effectively cross sell and up sell

Sell value, avoid excessive
discounting

Effectively introduce
new products

Level 4 Companies
Level 1, 2 and 3 Companies

Level 4 Companies:  
Rigorously adhere to standard
sales process and modify whenthey detect changes in market conditions

Level 3 Companies:  
Enforce use of standard process
but their monitoring looks
backward– is not continual

Level 2 Companies:  
Expect salespeople to follow
astandard process, but do not
measure or monitor

Level 1 Companies:  
Allows employees to do their
own thing; may be “anti-process"

Sales Management Behaviors That Ensure Sales Process is Followed
 

  • Educate representatives on the value of
    following a standard sales process

     

  • Model and coach salespeople on the value of taking a disciplined approach
    to reaching all decision makers

     

  • Coach salespeople on following a disciplined/ systematic sales process
     

  • Continually monitor representatives’
    use of standard process

     

  • Provide feedback on process improvements needed to adapt to changing market conditions

CSO Insights’ researchers asked survey respondents about their sales organizations’ performance along six important dimensions. They assessed each company’s capabilities in sales process management. Note the significant performance differential between the organizations found to be at Level 4 and the rest of the pack.

Accurately target prospects

Properly qualify leads

Effectively present features
and benefits

Effectively cross- and up-sell

Sell value, avoid excessive
discounting

Effectively introduce
new products

Level 4 Companies
Level 1, 2 and 3 Companies

Level 4 Companies:  
Rigorously adhere to standard
sales process and modify when they detect changes in market conditions

Level 3 Companies:  
Enforce use of standard process
but their monitoring looks
backward–is not continual

Level 2 Companies:  
Expect salespeople to follow
a standard process, but do not
measure or monitor

Level 1 Companies:  
Allows employees to do their
own thing; may be “anti-process"

Sales Management Behaviors that Ensure Sales Process is Followed
 

  • Educate representatives on the value of
    following a standard sales process

     

  • Model and coach salespeople on the value of taking a disciplined approach
    to reaching all decision makers

     

  • Coach salespeople on following a disciplined/ systematic sales process
     

  • Continually monitor representatives’
    use of standard process

     

  • Provide feedback on process improvements needed to adapt to changing market conditions

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NBCUniversal-Logo.jpg
CondeNast Logo.jpg
new_golf_channel_logo_304.jpg
viacomlogosm2.jpg
Telemundo Logo.jpg
Nickelodeon Logosm.jpg