Julian Hertzog’s Post

Sales teams today are facing a landscape of heightened complexity—tighter budgets, extended sales cycles, and a shifting buyer dynamic where sales serve as the crucial final step. In this environment, a distinctive breed of sales leader thrives. They are proactive, consultative, and possess a strategic, commercially astute mindset. This emphasizes that effective sales leaders act as catalysts for change, ensuring their teams are finely tuned to execute business strategies while empowering sales professionals to excel in their roles. The significance of having the right sales leadership cannot be overstated—it can spell the difference between success and stagnation for sales teams. Organizations with robust sales leadership practices experience notable improvements in quota attainment, win rates, and overall seller engagement. So, what are the essential ingredients for running a high-performing sales team? It identifies three critical components: Leadership qualities that inspire, commercial acumen that drives results, and the ability to effectively manage the sales function. When these attributes converge, accountability naturally follows, fostering trusted relationships within sales teams and with clients alike. Here's how these attributes manifest in practical terms: 1. Effective Leadership Qualities Top sales leaders know how to create and communicate a vision and direction that motivates their team to achieve their targets. 2. Commercial Acumen—Turning Strategy into Action Top sales leaders put customers first. They understand the buyer journey and know how to continually align their sales processes and teams with evolving customer needs and activities. 3. Sales Function Management Three-quarters of best-in-class organizations say their sales leaders promote a culture of accountability and ownership within their teams. Last but not least, In navigating today's intricate sales environment, the presence of effective sales leaders is indispensable. They possess the vision, robust commercial acumen, and motivational prowess needed to unleash the full potential of their teams. By cultivating an environment rich in empowerment, equipped with the right tools and skills, these leaders enable sales professionals to take ownership of their roles within the organization's broader journey. When these essential elements align harmoniously, the result is a sales team that not only meets challenges head-on but thrives in achieving unparalleled success.

Investing in your Sales Team! The continued restructures and downsizing continues with the next run of Pharma companies reducing headcount globally. Reevaluating resources is an absolute must, but how many are stopping to evaluate the potential of investment into the growth engine that is SALES? Pharma sales teams are still the key point of contact between the customer and the company and remain key during the critical stages of a products lifecycle. The upward curve benders when deployed well. A sales team on form requires effort because they have expectations, one is financial the other is growth, both are very closely linked. So how does an organisation maintain a sales performance cadence above the benchmark? SIMPLE - Revisit your sales development model. You may find it is needing a refresh. What we are observing is the industry is adapting to the changed environment yet the traditional sales development tools are still being used. This keeps your curve bending growth engine trapped in the past. START HERE! 🚀 Clearly link the required, and importantly relevant sales Capabilities, Skills and Competency measures. Have no more than 4 capabilities underpinned by again, no more than 4 skills. Then apply a compentency rating to each skill. This will give you a maximum of 16 individual points of measurement. Every person will have points of strength and areas of growth. Identifying them makes life as a Sales Manager far more effective as they can effectively focus of Coaching to Growth. 🚀 Link your Reward and Recognition to the above, acknowledging those who have worked on their growth areas, demonstrating a healthy change from baseline along with company aligned behaviours. Role Models will become evident quite quickly. 🚀 Revisit your Sales Incentive Plan. Way too much subjectivity has crept into these over the years, making it hard to distinguish between high performers and underperformance. The risk many are exposed to is this completely DEVALUES high performers and the effort they’ve put, so why should they continue? The flip side is your underperformers are getting rewarded for their underperformance. Bring back objectivity to your incentives. You can link the objective measures from your sales development as one component along with sales and market share etc. Linking all of the above will very quickly start to show where to focus, to reignite your sales team. Sales Leaders will be critical here. Putting the investment behind your role modelling, curve bending, growth drivers will deliver for customer, company and Salesperson. Why wait to be overtaken? Need a little help, we have simple tools and models to get you out in front. Connect with us at Rock8 Science #salesgrowth #salesdevelopment #salesincentive

https://lnkd.in/d5eM49_n I want to come back to this LN Sales Blog about Key Performer and their Winning Attributes in Sales: 1. Communicate Value: They have a value-based selling approach 2. Ask relevant, targeted questions and pro-actively listen 3. Practice Empathy as one of the most critical attributes - means for me - the old style (quantity out - orders-in ratio does not work for a lot of companies in consulting, solution sales or complex portfolio sales management) and empathy is difficult to be coached - it needs to be there - this is a recruiting issue! 4. Use a sales methodology to build a team of Top Performers. 5. Build a high-caliber pipeline with discipline and Know the right people - with the right message at the right time! 6. They stay open to coaching and Devolopment. This is a Leadership issue as well! 7. Deal with Adversity - Top Performers are resilient and look for the lesson - but this is also a Leadership issue. Sometime they need coaching (no blaming! as often performed). Mostly sales is a team approach - everybody wins, but also everybody lose. Not only sales - however sales is the major part at the front. 👉🏼 👉🏼 👉🏼 And: Every sales is unique - and should be at the place where he/she can perform best and last but not least: 👉🏼 👉🏼 👉🏼 Sales Performers need a Sales Manager = a Sales Coach and Supporter, not a Blamer. Sales Leadership also means to coach and remove obstacles within the organization.

🔗 Navigating the Challenging Waters of Misaligned Sales Expectations As a Sales and BU director, one of the most challenging aspects of my role is aligning our sales strategies with the realities of our market and the intricacies of our products, especially when faced with assumptions from founders and owners about how well potential customers understand our offerings. The Core Issue 🔧 Owner Assumptions vs. Market Reality: Often, business owners presume that potential customers are already well-acquainted with our products — that they understand the features, advantages, and benefits thoroughly. This assumption can lead to the expectation that a transactional sales approach should suffice. However, this is not always aligned with reality. Personal Experience As someone responsible for setting and meeting sales targets, I find that this mismatch between expectation and strategy can significantly hinder our team’s effectiveness. For instance, when pushed to adopt a transactional approach for a product that requires in-depth explanation and customization, our sales team struggles to connect with customers, leading to missed opportunities and unmet targets. # Strategies for Addressing the Challenge 1. Engaging in Dialogue: I've learned that continuous dialogue with owners about the sales process is vital. Educating them on the different sales approaches and the specific needs of our customers and products helps bridge the gap between their expectations and our strategies. 2. Implementing a Tailored Approach: Adjusting our sales approach to be more consultative for complex products has been a strategic pivot. This involves training the sales team not just on the product, but on understanding customer needs and crafting solutions that meet those needs. 3. Feedback and Adaptation: Regular feedback loops with the sales team and our customers help us gauge the effectiveness of our sales approach. This real-time data is invaluable in making the case for the necessary sales strategy adjustments to business owners. Conclusion The role of a Sales VP or director involves not just managing a team and meeting targets, but also ensuring that the sales approach aligns perfectly with the product’s needs and customer expectations. It’s about striking a balance between the visionary goals set by business owners and the practical strategies that will get us there. Misalignments are challenges — but they are also opportunities to refine our strategies and achieve better alignment and results. 💼 What strategies have you found effective in aligning sales approaches with product demands? I invite my peers to share their insights and experiences. #LeadershipChallenges #SalesStrategy #BusinessAlignment

Strategic sales people may miss their targets for various reasons, including: 1. Lack of Clear Strategy: Sometimes, sales teams may lack a clear, well-defined strategy. Without a roadmap outlining goals, target markets, and tactics, it's easy to miss targets. 2. Ineffective Planning: Even with a strategy in place, poor execution due to inadequate planning can lead to missing targets. This includes insufficient resource allocation, unrealistic timelines, or not adapting plans to changing market conditions. 3. Insufficient Training and Development: Sales teams need continuous training and development to stay competitive. If they lack the necessary skills, product knowledge, or understanding of sales techniques, they may struggle to meet targets. 4. Poor Lead Generation: Without a consistent stream of qualified leads, sales teams may find it challenging to meet their targets. Ineffective lead generation strategies or a lack of focus on lead quality can contribute to missed opportunities. 5. Failure to Adapt to Market Changes: Markets are dynamic, and what worked yesterday may not work tomorrow. Sales teams need to adapt quickly to changing market conditions, customer preferences, and competitive landscapes. Failure to do so can result in missing targets. 6. Inadequate Sales Tools and Technology: Salespeople rely on tools and technology to streamline their processes, track progress, and communicate effectively with prospects and customers. Outdated or ineffective tools can hinder their performance and contribute to missed targets. 7. Poor Communication and Collaboration: Effective communication and collaboration within the sales team and with other departments are essential for success. Misalignment between departments, unclear expectations, or lack of collaboration can lead to missed targets. 8. Inaccurate Sales Forecasting: Overestimating or underestimating sales forecasts can lead to missed targets. Accurate forecasting requires a deep understanding of market trends, customer behavior, and sales pipeline dynamics. 9. Lack of Motivation and Engagement: Sales is a demanding profession, and burnout or lack of motivation can affect performance. Sales leaders need to foster a supportive and motivating environment to keep their teams engaged and focused on achieving targets. 10. External Factors: Sometimes, external factors beyond the sales team's control can impact their ability to meet targets. This could include economic downturns, changes in regulations, or unexpected competitive pressures. Addressing these challenges requires a holistic approach, including refining strategies, investing in training and technology, fostering a culture of collaboration and innovation, and continuously adapting to evolving market dynamics. #salessuccess

To advance effectively the key role of a sales manager, one need to identify the role and then determining the steps for management. Key roles in my arena are centered on 1. Expression of view to support sales budgeting by top sales management 2. Planning to achieve set budgets 3. Identifying the customers and their needs within the territory 4. Training, Coaching and mentoring sales team Setting sales projections 5. Developing a morale card around your team 6. Establishing strong customer-client relationship 7. Analysing sales data and related reports for better upsell and cross selling to active customers. 8. Displaying high sense of leadership skills 9. Freqently evaluating performance 10. Use of stored experience to expand the customer base to exceed sales. Now having determined the roles and knowing the above, effective handling of these responsibilities becomes easier. It is dependent on the sales manager to plan with the team, communicate clearly what the plans are, what are the main priorities, the intent of the plans, the benefit to accrue to the organization and to the team, regularly inspire them and lead by example, cherishing results, good revenue and experiencing constant referrals. Be it the size, nature and product or service of the organization, understanding the vision, mission and values of the organization ends at effective and efficient results. |Technology emergence calls for the application of both organic and technological interfaces. Finally, your sales director should act as a leader whose practices are devoid of biases or politics. With fair play, justice, support and motivation, a good sales manager and his team will enjoy congratulations in their work.

It’s a fact – salespeople can be hard to manage. I like to say they are a unique combination of independent and needy. And if you’ve ever been in charge of them, you know exactly what I mean. So yes, sales management is a difficult job, but effective sales management is crucial for driving team success and maximizing revenue. But how do you know if you or your sales manager are effective? Great sales managers thrive on getting results from other people. They know how to motivate their team and then get out of their way so they can get the job done. Fortunately, there’s a proven formula and cadence to effective sales management, simplifying the process step by step. Check out the newest blog post to learn all about these steps, along with more reasons why effective sales managers are critical to a company’s growth. https://lnkd.in/gvKAtsWy

Developing senior sales professionals is crucial for several reasons, even though they already possess significant experience and expertise. Here's why it's important: 1. **Adaptation to Market Changes**: Markets and industries evolve rapidly, with new trends, technologies, and customer preferences emerging regularly. Senior sales professionals need continuous development to stay ahead of these changes and maintain their effectiveness in the field. 2. **Leadership and Mentorship**: Senior sales professionals often serve as mentors and leaders within their teams. By investing in their development, companies ensure that these leaders are well-equipped to guide, train, and inspire the next generation of sales talent. 3. **Skill Enhancement**: Even seasoned professionals can benefit from refining their skills. New sales techniques, negotiation strategies, and communication tools are continually being developed. Ongoing training helps senior salespeople sharpen their abilities and remain competitive. 4. **Retention and Motivation**: Continuous development opportunities show that the company values its senior employees, which can improve job satisfaction and reduce turnover. It also keeps them motivated, as they see a path for growth and further success. 5. **Strategic Thinking**: Senior sales professionals are often involved in high-level decision-making. Training focused on strategic planning, market analysis, and advanced sales methodologies can enhance their ability to contribute to the company's long-term goals. 6. **Customer Relationship Management**: As senior sales professionals often handle key accounts and long-term client relationships, it's essential for them to stay updated on best practices in customer relationship management (CRM), which can help in maintaining and growing these valuable relationships. 7. **Innovation and Creativity**: Regular development sessions can spark new ideas and approaches, encouraging senior sales professionals to innovate within their roles. This can lead to the discovery of new revenue streams or more efficient sales processes. 8. **Organizational Alignment**: As companies evolve, so do their goals, values, and strategies. Ensuring that senior sales professionals are aligned with the current direction of the company is essential for cohesive and effective execution of the company’s sales strategy. In summary, developing senior sales professionals is not just about keeping their skills sharp; it’s about ensuring they continue to grow as leaders, stay motivated, and remain aligned with the company’s evolving goals and market dynamics.

Developing Sales Teams 101 Over the past 12 years, I have coached over 500 sales teams and 5,000 sales people. I’ve witnessed, crafted, and guided growth strategies that have resulted in over $3bn of new revenue. And I apply the same process every time - it starts with Benchmarking How it works: Skills: Assess the skills and behaviors of the sellers and their leaders. Do they have the skills, drive, and professional humility required to deliver success in their role. Staff: Interview top, middle and bottom performers. What are they doing every day? And most importantly, what do they believe about themselves, their offer, their company, their prospects, and their market? What are their long term goals? How do they interact with leadership and management? Understand pay and incentives. Structure: Review sales process, playbooks, scripts, tech-stack, lead generation, pipeline processes, and lagging / leading indicators. Identify the key accountability systems that makes revenue predictable. Map out how the team works with management, how management works with leadership, and how leadership is connected into the rest of the company. Strategy: How does the company compete, differentiate itself, stand out in its market? How does it grow reach and engagement? What are the account management plays that are working to keep and expand accounts as well as capture new customers? What’s getting measured and what’s getting managed? This simple benchmarking process allows you to identify the ‘Growth Limiters’ inherent in any system (the surface issues AND the real issues). BONUS: Find the low hanging fruit… the fast money opportunities that will provide enough ROI that the rest of the development program is essentially delivered for free. Let me know how you think your sales team would Benchmark in the comments. Just for fun. Also, where do you think most of the problems I find are?… you might be surprised 😮 Happy to do another post going into the next steps of the process if anyone is interested. Let’s get to work team! Read this post and more on my Typeshare Social Blog: https://lnkd.in/e7AdGReN

It’s a fact – salespeople can be hard to manage. I like to say they are a unique combination of independent and needy. And if you’ve ever been in charge of them, you know exactly what I mean. So yes, sales management is a difficult job, but effective sales management is crucial for driving team success and maximizing revenue. But how do you know if you or your sales manager are effective? Great sales managers thrive on getting results from other people. They know how to motivate their team and then get out of their way so they can get the job done. Fortunately, there’s a proven formula and cadence to effective sales management, simplifying the process step by step. Check out the newest blog post to learn all about these steps, along with more reasons why effective sales managers are critical to a company’s growth. https://lnkd.in/gpTNNWtv