Sales Management Disciplines Benchmark

Cement the connection between good sales management and consistent on-target sales performance

Equipping sales managers to drive consistent frontline sales performance is both a significant challenge and profound uplift opportunity for many organisations. With little specific research available, knowing ‘what good looks like’ and understanding how your managers’ compare to best practice can prove difficult. With the additional complexity of a rapidly evolving selling environment - now more than ever - a framework is required to cut through the noise and drive focus on what will help sales managers ‘move the needle’.
 

The Sales Management Disciplines Benchmark has been developed specifically to demystify the levers which drive results in sales management. Drawing on global benchmarking data of over 75,000 salespeople and 11,000 sales managers, our extensive analysis has identified a defined set of sales management behaviours which consistently correlate to high rep on-target performance. Coupled with our experiential sales management capability program, this benchmark enables highly targeted capability development and sets up your sales managers to realise game-changing impact on frontline sales performance.

Key Benchmark Outcomes:

Understand What Good Sales Management Looks Like

Leverage highly-actionable best practice sales management behaviours which are proven to correlate to rep performance

Know How Your Sales Managers Compare to Global Best Practice

Surface uplift opportunities across your sales manager population and identify gaps to close and strengths to leverage

Isolate Your ‘Vital Few’ Development Opportunities

Define the development opportunities which will impact performance, enabling highly-informed capability investment decisions

Develop Individualised
Manager Development Plans

Build explicit development plans with actionable behaviour change required for each sales manager to reach best practice

Build New Sales
Management Capabilities

Utilise Blackdot’s experiential capability program to equip your sales managers with practical skills and tools aligned to best practice

Measure Ongoing Progress Towards Best Practice

Leverage ongoing re-benchmarking to measure sales manager capability improvement progress and drive continuous improvement

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Success Stories

Adopting Best Practices to Enhance Sales

Blackdot helps a leading pharmaceutical company develop a new sales management framework to improve coaching and performance management

Success Stories

Demystifying Targets and Fuelling Incentives to Grow Market Share

Blackdot helps a major pharmaceutical player develop a new target-setting model to align sales around market share growth

Success Stories

Diagnosing the Root Cause of Poor Sales Performance

Blackdot's diagnosis of core sales performance issues helps a major telco turn negative growth positive

Success Stories

Identifying Frontline Behaviours that ‘Move the Needle’

Blackdot helps a nationwide insurance company assess frontline sales effectiveness and identify high-performing behaviours

Our Clients Realise Transformation

  • Steve Jurkovich, Executive General Manager, Corporate, Commercial and Rural - ASB
    • Steve Jurkovich, Executive General Manager, Corporate, Commercial and Rural - ASB

    "Blackdot’s behavioural benchmarking and progress tracking has helped our sales managers understand why, what and how to change both their and their team behaviours, attitudes and systems to maximise their capability and opportunity – better still, its achieved in a way that’s really held management attention throughout the change process."

  • Christine Yates, General Manager, NAB Private - National Australia Bank
    • Christine Yates, General Manager, NAB Private - National Australia Bank

    "One of the things we liked most about Blackdot was their ‘12-4-7’ methodology, which forced us to diagnose our fundamental problems and solution-set broadly."

  • Jamin Hill, Head of Product Distribution, Corporate & Commercial Banking - ANZ
    • Jamin Hill, Head of Product Distribution, Corporate & Commercial Banking - ANZ

    "Through their ‘4’ Sales Management program... the practical, value-adding tools, coaching and techniques have helped our sales managers to immediately implement best-practice across a dispersed sales team. Our growth trajectory is on the rise and we’ve laid the foundation for more consistent and repeatable performance."

  •  Christine Yates, Executive General Manager, National Australia Bank Private Wealth - NAB
    • Christine Yates, Executive General Manager, National Australia Bank Private Wealth - NAB

    "We engaged Blackdot to run a detailed sales effectiveness diagnostic project leveraging their full suite of benchmarking surveys and consulting services. The robust and comprehensive diagnostic culminated in a 2 day intensive 'vital few' workshop with 40 of our most senior leaders. The outcomes were impressive..."

  • Mark Hamilton, Head Of Sales and Marketing - TNT
    • Mark Hamilton, Head Of Sales and Marketing - TNT

    "When we decided it was time to invest in our team of sales managers as part of an initiative to accentuate the positives and improve performance across the board, Blackdot was the only logical choice."

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Learn more about the Sales Management Disciplines Benchmark