3. Sales Management: A Guide to Creating a Long-term Performance Culture

In this chapter you will learn why 98% of all sales organizations are too large (so most likely also yours) and how you can master the transition to a leaner, much more efficient organization, for example by reducing overhead costs by 30 to 40% while at the same time increasing sales performance. Furthermore, we will deal with innovative leadership styles: away from an autocratic and towards a meritocratic leadership style that not only binds the best talents to your company and ensures long-term high performance, but also corresponds to the zeitgeist. In addition, you will learn how to reduce administrative and bureaucratic processes in your organization to give your organization much more time for revenue-generating tasks. And last but not least, we will focus on the right incentives to ensure the long-term good performance of your team.