The Diligence Fix

How Striving for More Revenue Stresses Your Sales Organization and What to Do About It

By: Dayna Williams

Narrated by: Alex Furness

Higher quotas, new logos, deeper vertical focus, greater account penetration, and contract renewals—the sales leader mandate is all about hauling in more revenue. The challenge is that pressure from these increased demands will break things in your sales organization. Your current infrastructure was likely built to handle lower levels of sales activity. As the system stretches beyond its limits, the methods and approaches that once worked for you are no longer viable.

When these obvious cracks emerge, many sales leaders are tempted to reach for quick fixes like training or technology. The problem is that these reactive measures often fall short of expectations.

The Diligence Fix offers a sustainable alternative. It is a practical alignment strategy that fortifies your sales organization so that it becomes nimble and responsive to increased growth demands. This important call to action provides clarity and informs how you do the following:

• Sell and track opportunities.
• Develop capabilities in salespeople.
• Make the right investments in sales enablement.
• Communicate the sales vision.
• Leverage managers as true coaches.
• Select and hire new sales talent.

Solving for these challenges will reduce inconsistency and remove the internal roadblocks that stifle growth efforts. The Diligence Fix helps sales leaders ensure that your team is well prepared and positioned over the next three to five years to meet increased revenue demands head-on.

As a business leader, chances are you’ve spent a lot of time thinking about how to position your sales team for higher growth. With constant changes in the marketplace and with greater revenue demands, you need to identify and implement long-lasting solutions to issues that will ready the team to capitalize on the right opportunities as they emerge.

In The Diligence Fix, professional sales enablement consultant Dayna Williams cuts right to the chase and summarizes the normal problems businesses have.

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