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1. Executive Summary
Sales Growth Teams Drive Revenue
Achieving ever-increasing revenue targets requires that new recruits and average
performers are equipped with the right tools, resources, training, and knowledge.
Establishing a Sales Growth Team can help you transfer sales & marketing Best
Practices from your top performers to those who need them most. Use Demand
Metric's downloadable Sales Growth Team Charter template to set a mandate for this
new team.
What are the Benefits of Sales Growth Teams?
• Increased Performance - when Best Practices are shared between top
performers and those struggling to hit their goals, both the coach and the
trainee typically increase productivity, which drives performance.
• Process Improvements - as leaders in the Sales & Marketing departments
begin to analyze how they do their job effectively, suggestions for improving
processes are a natural result. Gaps in training, system limitations, and other
inefficiencies are identified and can be rectified by the Sales Growth Team.
• Open, Honest, Communication - establishing a Sales Growth Team is an
excellent way to keep a pulse on the perceptions of your sales & marketing
staff. Having a forum to informally communicate what is not working well will
certainly provide insight into the real issues your team is facing.
Key Responsibilities of Sales Growth Team:
• Provide Leadership for Sales & Marketing - by ensuring that high-level
strategic initiatives are translated into operational goals, activities, and
processes.
• Develop New Recruits and Average Performers - into top performing
Sales Representatives by providing coaching, sharing Best Practices, and
understanding training limitations & knowledge gaps.
• Ensure Open Communications - between the Sales & Marketing
departments and the senior level executives responsible for sales & marketing
strategy.
© 2009 Demand Metric Research Corporation

2. Executive Summary
Action Plan:
1. Discuss with Steering Committee - hold a meeting with you senior
management team or Sales & Marketing Steering Committee to discuss the
impact that a Sales Growth Team could have. Brainstorm current areas of
weakness that could be assisted with an operationally focused team.
2. Communicate Concept to Staff - once you have secured buy-in from the
management team, communicate the concept to your sales & marketing staff
to obtain their feedback and spark interest in joining the team. Be sure to
point out that extra-curricular involvement like this will certainly be
appreciated and is expected of department leaders.
3. Build your Team - you will need a Sales star, a well-rounded Marketing
leader, a high-potential new recruit, and a solid performing veteran. These
people will have different perspectives on what needs to change in order for
revenue to grow.
4. Establish a Charter - as with any team, you need to set a mandate and
document the key responsibilities for your Sales Growth Team. Use our
downloadable Sales Growth Team Charter template as a baseline.
5. Schedule Monthly Meetings - having a monthly meeting to discuss
challenges, breakthroughs, and report on progress of larger projects is a
great way to keep your team engaged and motivated.
6. Identify Sales Growth Issues - once you have agreement on the role of
the team within the organization, begin to identify the key issues that are
preventing revenue growth. Prioritize your list and start with items that are
high impact and relatively easy to solve. Delegate specific action items to
team members and communicate progress at your monthly meetings.
7. Communicate Successes - as your team solves problems, be sure to
communicate the results of your efforts. If a new recruit doubled monthly
revenue by working with a Senior Sales mentor, let management know.
Bottom-Line:
Organizations that have a dedicated team responsible for achieving sales growth are
much better at developing staff, keeping motivation high, and identifying areas for
process improvement. Launch your Sales Growth Team and start driving revenue.
© 2009 Demand Metric Research Corporation