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Sales Management

Sales Manager SOP and Training Document

Sales Team

Weekly Meetings

Based on:
`My Secret to Building $100M Sales Teams (Step By Step)`⁠
⁠

Introduction

Objective: Develop a high-performing sales team capable of scaling revenue effectively.

Vision: Establish a culture of excellence and continuous improvement within the sales organization.

Recruitment and Interview Process

Speed of Response:

Action: Send an initial email or message to candidates.

Evaluation: Measure how quickly they respond to assess their work ethic.

Intelligence and Communication:

Action: Conduct a phone or video interview.

Evaluation: Listen for clear, intelligent communication. Avoid candidates who sound unprofessional.

Listening Skills:

Action: During the interview, observe the candidate's ability to listen and respond appropriately.

Evaluation: Look for ambiverts who balance talking and listening.

Coachability:

Action: Conduct a role-play exercise.

Evaluation: Provide feedback and ask the candidate to repeat the exercise. Assess their ability to accept feedback and improve.

Onboarding Process

14-Day Onboarding Period:

Day 1-3: Introduce company culture, values, and product/service overview.

Day 4-7: Have new hires listen to 40 successful sales calls. Use software to track their progress.

Day 8-10: Provide a question-based sales script. Ensure they understand the framework.

Day 11-14: Conduct daily role-playing sessions to practice the script and refine skills.

Sales Call Immersion:

Action: Assign specific sales calls for new hires to listen to.

Outcome: Develop an understanding of successful sales techniques.

Script Mastery:

Action: Provide a question-based framework script.

Outcome: Guide prospects naturally to a decision.

Role-Playing:

Action: Conduct daily role-playing sessions.

Outcome: Ensure readiness and confidence in handling sales calls.

Training and Development

Continuous Role-Playing:

Action: Schedule daily role-playing sessions.

Outcome: Practice overcoming objections and refining techniques.

Feedback and Improvement:

Action: Listen to sales calls at 2x speed, take notes, and prioritize feedback.

Outcome: Focus on 1-2 high-impact areas for improvement.

Daily and Weekly Cadence:

Action: Conduct daily morning training and end-of-day huddles.

Outcome: Reinforce learning and maintain motivation.

Sales Process Optimization

Prospect Knowledge Over Product Knowledge:

Action: Train reps to focus on understanding the prospect's problems.

Outcome: Build trust and credibility with prospects.

Structured Sales Conversations:

Action: Follow a clear script: clarify the problem, offer solutions, and ask for the sale.

Outcome: Ensure consistent and effective sales conversations.

Performance Management

KPIs and Metrics:

Action: Set clear performance expectations and review progress regularly.

Outcome: Maintain accountability and drive performance.

Performance Improvement Plans (PIP):

Action: Implement PIPs for reps below KPIs, with a structured improvement plan.

Outcome: Provide a path for improvement and accountability.

Cutting Underperformers:

Action: Evaluate and cut the bottom 10% quarterly.

Outcome: Maintain a high-performance culture.

Leadership and Team Culture

Lead by Example:

Action: Sales managers should exemplify work ethic, punctuality, and adherence to processes.

Outcome: Set a standard for the team to follow.

Motivation Through Culture:

Action: Foster a culture of excellence, competition, and continuous improvement.

Outcome: Drive motivation and engagement.

Conviction and Empathy:

Action: Encourage reps to sell with genuine empathy and belief in the product's value.

Outcome: Build stronger relationships with prospects.

Tools and Resources

Leaderboard and Competitions:

Action: Use visual leaderboards and regular competitions to motivate the team.

Outcome: Foster a competitive and engaging environment.

Testimonials and Success Stories:

Action: Share client testimonials to reinforce the product's value and boost morale.

Outcome: Strengthen conviction and motivation.

Review and Improvement

Regular SOP Review:

Action: Continuously update the SOP to reflect best practices and new insights.

Outcome: Ensure the SOP remains relevant and effective.

Feedback Mechanism:

Action: Create channels for receiving feedback from sales managers and reps.

Outcome: Improve the SOP and address any challenges.

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