5 Star Model Is Your Best Sales Management Friend

Chaos sometimes appears to reign supreme especially for those in executive leadership,  sales management and even more so for the solo entrepreneur (SOHO). The ability to increase sales is critical and yet the more sales, the more chaos and suddenly you feel like the hamster in the wheel, running and running without forward progress.

5-star-modelOne of the best friends for those experiencing this chaos is the 5 Star Model.

  • Strategy
  • Structure
  • Processes
  • Rewards
  • People

By embracing the 5 Star Model, you begin to create alignment between the  5 points on the star. This organizational development model (think business growth model) was created by Jay Galbraith and becomes a quick assessment to determine where there are performance gaps (missed sales opportunities) due to misalignment.

For example, if your sales team does not understand the entire strategy for your organization, this could result in some missed opportunities. Possibly the structure of your business from physical building to internal organizational structure is creating some poor results.  Then if your business lacks the implementation of consistent processes from the sales process to even marketing, again the inability to increase sales is restricted.

Rewards from compensation to time off may be inhibiting the motivation of your sales team.  And finally, possibly you have the wrong people in the right seats. Sales Coaching Tip:  The 7Rs is one model to self check your people.

The lack of sales is usually a symptom not the problem.  In many instances failed leadership to address the 5 organizational elements within the 5 Star Model is the root cause.

Within the small business world of  sole proprietors, SOHO, independent contractors, one big gap is in structure.  This is because time is limited and may demand some outsourcing to a redefinition of the ideal customer. With cash flow sparse and usually no strategic plan, these crazy busy folks do not believe they can afford outsourcing.  Unfortunately, they cannot afford taking no action unless they like running day and day out in the wheel like the hamster.

Yes if you are tired of securing poor sales results, then invest some time which may even require you to hire someone who knows and has worked with this organizational development model. Sooner rather than later you will wonder how you ever lived without the 5 Star Model for business growth.


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2 Responses to “5 Star Model Is Your Best Sales Management Friend”

  • It would be great to hear your definitions of all five stars from this model. Depending on business you have each of them can be pretty blurry.
    Thanks for sharing. You gave me a lot of ideas.

  • Jessica, First I am glad I provide you with some ideas. Second as to definition let me be as brief as possible:

    1. Strategy is the thought process behind the plans. Within marketing this originates from your strategic plan where you have invested the time to do your research from competitive analysis to industry trends.
    2. Structure can be physical buildings or organizational flow chart including job descriptions. Many salespeople especially for SMB are required to market the business. Does the structure allow that to happen?
    3. Processes range from the sales process of marketing, selling and keeping to operational processes such as order fulfillment.
    4. Rewards are usually for internal customers (employees), but can extend to external customers such as through rewards programs.
    5. People are the employees who make business happen.

    Leanne Hoagland-Smith

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