Questions for Sales Managers

• Do you know who your most profitable customers are and why? Or who the most valuable prospects are? Does your sales team spend the majority of their time focused on the highest value targets?
• Is your value proposition compelling and relevant for the highest-value segments?
• Do you tailor your selling approach and offering only by customer size and geography, or also by customer value?
• Is your sales force coverage model organized to fully leverage your offerings?
• Do you have the right people with the right skills to deliver your value proposition?
• Are you maximizing the time that your sales force spends selling versus the time it spends doing administrative tasks?
• Are your sales training sessions built around improving results? Does the sales force find them relevant?
• Does your sales force have the tools it needs to drive revenue and profit growth?
• Do your compensation system and evaluation metrics encourage behavior that is focused on value growth, not just on revenue growth?

Source:
Selling for Profit: Redesigning the sales effort to jumpstart growth
by Mike Weissel
Mercer Management Journal, Issue 15

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