Sales Performance Management

Practice Area Overview

The Challenge

Are you consistently exceeding your sales goals?
Can you accurately forecast at a company or seller level?
Are 70% or more of your quota carrying sellers achieving goals?
Is manager coaching & development helping to improve results?

Each year the pace of business is faster, and competition is increasing. For high-growth companies, it is more critical than ever to successfully manage sales team execution to ensure you are meeting or exceeding revenue commitments. However, many organizations experience inconsistent sales performance. This can lead to missing critical targets and impact your financial performance. Over time, that can be fatal to a business.

The good news is, in today’s world, every aspect of sales performance can be measured and managed, if you have the right process and disciplines in place. Knowing how and where to hire the best people, defining your unique sales process, capturing those milestones in the CRM, creating metric & activity goals for accountability, coaching teams on sales process execution, and developing compensation plans that attract and retain top talent are all integral parts of a selling framework. Great companies outpace the competition in many cases because they have a high-performing sales organization that delivers consistent and predictable results.

Palomar Advisors' extensive experience and Sales Performance Management Practice can help your firm understand best practices and identify areas for improvement. The specific recommendations and changes will improve your company's sales results through improved accountability and transparency.

The Benefit

As a result of this engagement, your business will identify specific areas for sales performance improvement, leading to increased results.

You will have a specific action plan for addressing gaps, enhanced metrics, improved conversion rates, streamlining sales operations, and upleveling pipeline management and coaching techniques.

By investing in a sales performance management framework, you will improve customer acquisition and your ability to meet and exceed your revenue goals for years to come.

Engagement Overview

Discovery

Step 1

Palomar will spend time learning about the business, the relevant leaders on the team, and any products related to the engagement.

We will request material to review in advance to help us gain necessary understanding of the business.

Then we will conduct interviews either in-person or virtually to meet with relevant team members and discuss the topics related to the engagement.

Recommended Action

Step 2

Palomar will provide detailed feedback based on their extensive experience and as a result of the Discovery Phase. the feedback will include specific areas of strength as well as opportunities for improvement. Where possible, we will also include comparisons to the industry or other best-in-class companies as a benchmark.

In addition to the feedback, Palomar will provide a detailed set of recommended actions to address the opportunities identified during the engagement. The action plan will be prioritized by potential impact to the business as well as the timeliness of the recommended action.

The Findings and Recommendations Report will be provided in a presentation format. We can deliver the presentation to the necessary team through an in-person or virtual meeting where we can share the information and field any relevant questions.

Implementation

Step 3 (optional)

Palomar will work with the key stakeholders to align on prioritized action steps resulting from the Findings & Recommendation Report. We will then develop a detailed Implementation Plan through joint ownership. Once the plan is finalized it will include commitments, ownership, and timelines.

Then we will partner with key stakeholders to implement action steps and install appropriate success metrics.

Palomar Advisors can facilitate through different roles in the Implementation Process:

PA develops Implementation Plan in collaboration with client Co-Owner.
PA remains as an active advisor during the implementation process.
PA is fully responsible for managing the implementation process with key stakeholders.