Imagine this: It's the start of the quarter, and you're sitting in your office looking at a sea of sales data. Some teams have smashed their targets, while others have missed the mark. Instead of waiting until the end of the year to address issues, make it a habit to conduct a quarterly deep dive into each location’s KPIs. Which teams are consistently closing deals? Which ones are struggling to get leads across the finish line?
Being a sales leader responsible for many different locations is no small feat. Each team has its own unique challenges, goals, and market conditions, making it critical to stay ahead of the curve to drive success across the board. While each team may be focused on their day-to-day operations, it’s your job to ensure that every location is not only meeting but exceeding their targets.
A winning crew team is only successful if everyone is rowing in the same direction, at the same speed. You need to be the coach at the bow of the boat setting the tone and pace.
Maybe your team in one region is focusing heavily on upselling existing clients, while another is bringing in fresh leads at a rapid pace. Both strategies are valuable, but they need to be in harmony with the company’s overall goals for growth and product focus.
Pro Tip: Host quarterly strategy alignment sessions where you can share the company’s vision and adjust sales targets accordingly. These sessions will also empower your managers to ensure their teams are rowing in the same direction. Manage takeaways in a singular platform, that allows for bite-sized action items across all locations.
Every quarter, make it a point to sit down with your regional sales leaders. These conversations are more than just performance reviews—they're an opportunity to dig deep into what’s happening on the ground. You’ll get insights into team dynamics, roadblocks, and even emerging opportunities that might not show up in your sales dashboards.
Pro Tip: Focus these conversations on support, not just accountability. Ask your team leaders what resources they need to succeed, and work together to remove any barriers they’re facing. This will build trust and ensure your teams feel empowered. Keep resources in a single location, easily accessible to all sales teams.
Picture this: Your top sales rep at Location A has been hitting the phones hard, but the leads just aren’t converting. Meanwhile, Location B is swimming in leads but doesn’t have enough bandwidth to close them all. Evaluating the health of each team’s sales pipeline is crucial to addressing these imbalances.
Pro Tip: Look beyond the numbers—are your teams prioritizing the right types of leads? Are they using your CRM system effectively? Your job is to ensure that every team has a solid lead generation strategy and a healthy pipeline that will sustain their success through the year.
We’ve all been there: The team is excited, motivated, and ready to sell, but they’re frustrated with outdated or cumbersome sales tools. Sales enablement is key to their success, so make sure each location has access to the tools and resources they need to close deals faster.
Pro Tip: Take time each quarter to audit the tools your teams are using. Are they making full use of your CRM? Are marketing materials easily accessible and effective? Sometimes a simple refresh of sales collateral can make all the difference.
What happens when one of your locations is crushing their sales targets while another is falling behind? Instead of leaving the struggling team to figure things out on their own, foster collaboration between locations. The best practices of your top-performing teams can often be replicated elsewhere.
Pro Tip: Set up quarterly best-practice sharing sessions where teams can discuss what’s working and learn from each other. Your high-performing locations have valuable insights, and sharing them will lift everyone’s performance. Take success stories and valuable feedback to tweak sales processes and provide training across all locations.
Sales teams on the ground know their local markets inside and out, but as a leader, it’s your responsibility to keep an eye on the broader trends. Are competitors slashing prices in one region? Is a new market emerging that your teams should capitalize on?
Pro Tip: Bring this market intelligence into your quarterly reviews. Ensure each regional team is aware of the latest trends and how they should adjust their strategies to stay competitive.
Finally, don’t underestimate the power of culture. When your teams feel connected to the company’s mission, they’re more likely to stay motivated and engaged. Make it a priority to communicate the company’s values and celebrate wins across all locations.
Pro Tip: Recognize top performers publicly and frequently. A simple shout-out can go a long way in keeping your teams excited about reaching their goals.
Leading sales teams across multiple locations requires more than just monitoring numbers—it’s about staying engaged, removing roadblocks, and fostering a culture of collaboration and growth. By following this high-level quarterly checklist, you’ll ensure that each of your locations is on track to meet their yearly goals, while building a sales organization that’s agile, motivated, and primed for success.
Remember, your team’s success is your success. Stay proactive, stay strategic, and watch as your teams thrive under your leadership.
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