14 Cadence Flashcards
What is a cadence in the context of sales management?
An operating tempo that outlines what a sales leader needs to do to reach goals.
Why is cadence important for sales managers?
It helps in managing the team effectively and ensures that individual salespeople hit their targets.
What can happen when a salesperson is promoted to a sales management role without a cadence?
They may continue selling rather than managing, leading to ineffective sales management.
What is the consequence of not having a cadence in sales management?
It leads to reactive work and makes proactive improvement impossible.
What should be established at the beginning of the sales year?
A vision, theme for the year, and specific goals to accomplish.
What are some examples of annual themes for a sales organization?
- Challengers
- Back to Basics
- Better Questions
What is the purpose of theming the sales year?
To address areas needing improvement and focus on growth and success.
How often should a territory and account plan be updated?
It varies based on the sales cycle, typically every 90 days for long cycles or as needed for shorter cycles.
What is a significant threat to sales teams regarding lead dependence?
Sales teams may stop prospecting and become reliant on marketing leads.
What is the consequence of a sales team not prospecting?
It becomes difficult to generate new opportunities, leading to long-term revenue issues.
What is the purpose of a weekly pipeline meeting?
To ensure salespeople are creating the opportunities needed to meet their goals.
What mathematical example illustrates the importance of creating opportunities?
A salesperson with a $1 million target, 40% win rate, and $50,000 average deal size needs to create new opportunities weekly.
Why is timely opportunity creation essential for sales success?
Allowing delays can result in an inability to recover lost opportunities.
How should opportunity reviews be structured?
Based on the number of salespeople and deals, reviewing significant opportunities regularly.
What is one method to coach client meetings?
Reviewing the salesperson’s plan for the meeting.
What is a more effective method of coaching client meetings?
Accompanying the salesperson on a client meeting to observe and provide feedback.
What is critical for effective coaching in client meetings?
Ensuring the salesperson is prepared to create value for the client.
What is the difference in coaching experienced vs. new salespeople?
- Experienced: Use a nondirective approach
- New: Provide more structured training and guidance
How long should coaching sessions typically last?
A half-hour is sufficient for focused coaching.
What percentage of their time do salespeople typically spend on sales-related tasks?
34 percent.
What should sales managers avoid rewarding?
Salespeople who are not doing the required work.
What is one way to ensure accountability in a sales team?
Insist on a territory and account plan, holding the team accountable for execution.
Fill in the blank: A sales manager should not allow their team to stop _______.
prospecting.
True or False: Sales teams should only rely on marketing for leads.
False.
