As a Sales Leader or CEO, Are These Your Key Growth Challenges?
You aren’t making your numbers and you don’t know why?
You want to differentiate yourself more in the market place and don’t know how?
You’re not able to get your people in front of the right person and it’s a real concern?
Then You Need To Answer These 5 Very Important Questions
How many of your salespeople are actually achieving budget?
Do you have a rock solid and formal sales process in place (not just a methodology)?
Are you coaching your team through their sabotaging behaviours?
Do you spend enough time holding your sales team accountable?
Are there enough opportunities in your pipeline to exceed targets?
If the answer is ‘I don’t know’, then I know we will work well together.
Like anything worthwhile though – there is an investment. Not just in dollars, but in effort. Here’s what I mean…
The 7 Steps We Use To Drive Revenue Potential and Create Sales Smart Businesses
#1 SALES SMART ANALYSIS
Demonstrates the effectiveness of the team against 21 sales centric competencies. Measures the sales leadership effectiveness around motivation, recruitment, coaching and accountability. Pulls in strategy, pipeline and process to create a solid baseline.
#2 STRATEGY & PROCESS
Having a sales process can increase revenue by 15% alone. A high performing sales environment must have a sales process complete with milestones and outcomes. Identifying objectives, target markets, message to market, the customer journey identification is key.
#3 SYSTEMS AND RESOURCES
A part of creating a sales process and high performance culture is also about addressing systems eg CRMs, for the capture and utilisation of data. Holding the team accountable to Key Performance Activities (KPAs) relies on solid processes, systems and resources.
#4 THE SALES LEADER ROLE
It is crucial that sales leadership provides coaching and accountability for the team. Being responsible for recruiting new talent and motivating the existing talent is a gap many sales leaders find negatively impacts sales results, just as much as the salespeople do.
#5 SCREEN & RECRUIT
Having clarity around a high performing criteria helps you to hire more. Being able to screen and assess sales people as part of the pre-hire process using a system based on science and a sales centric process, ensures you don’t just rely on personality and resumes.
#6 TRAINING & COACHING
If a business is not growing, like anything in nature it is dying. It is imperative to keep developing the sales skill-set, nurture the will to sell and work on the hidden human weaknesses. Leaders especially need coaching, as they overlay their beliefs onto their people.
#7 ROI METRICS AND ANALYSIS
As ROI is key for a salesperson to demonstrate value to a potential client, so it is important for us as well. Seeing the gap close, aligning it to growth in your people and your business, being able to shorten time to market can be measured in percentage and revenue growth with our 6 or 12 month checkpoint ROI process.
We have engaged the services of 3 Red Folders for three years in a row now and continue to use them as our national sales performance resource. Historically we have engaged them to facilitate our annual sales conference and provide sales development for the team and have since expanded that engagement to include leadership coaching.
In addition, we are now leveraging their in-field accompaniment with key salespeople, both locally and interstate which has ensured our sales teams are more fully equipped to grow new opportunities and retain existing ones.
3 Red Folders were engaged to work with our sales and leadership team to improve our approach to the market and help us create a predictable sales process and as a result, we have seen an increase in the successful booking of appointments.
With more targeted messaging and qualification, prospects and customers are wanting to see us more, which has led to the team feeling more confident in leading these conversations. The team also have a new-found appreciation of their numbers due to a structured sales framework, effectively bridging the forecasting gap for our business.
Amplifying Human Potential Will Always Provide A Worthy ROI
AS CEO and found of 3 Red Folders, we are very fortunate to work with some amazing leaders and sales teams. Everyone has the potential to amplify their potential and when a business recognises that people AND process are the biggest shortcuts to revenue growth, then they deserve to be even more successful.
Our plan is to ensure no one loses their business, loses their job or loses hope. Our mission is to help successful businesses become sales smart!
We have worked with 3 Red Folders for a number of years now and over that time our sales staff have become more customer-focussed, have been empowered to tackle seemingly complex sales opportunities by understanding how to map a clear process, and we have created a milestone-based sales process from lead generation to closure through a framework of agreement.
Our sales culture has been reinforced through accountability around the quality and quantity of activity, as well as outcomes. Together, we have brought direction, resolve and organisation to our sales management team and we believe our reps have benefitted from 3 Red Folder’s training and coaching and are better salespeople because of it.
It starts with a feeling Not a thought. One day something feels NQR Not aligned to what’s important to you. How do you know when to quit? How do you know when to go again? It's so easy Move your hand from your forehead, Put your hand on your gut. Then your hand on...