In the current economic climate, business development has never been more competitive. Every CEO is looking for additional ways to increase profitability and market share, but typically don’t have a strong sales strategy and repeatable process to generate that incremental business.
How can you create a culture to increase your company’s profits in a way that is revenue focussed?
These are 5 proven steps toward achieving your objective:
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.
Creating Sales Smart Cultures Will Always Provide A Worthy ROI
AS CEO and found of 3 Red Folders, we are very fortunate to work with some amazing individuals – CEOs and sales leaders of mid-size ‘manufacturing related businesses’ that include chemicals, furniture, building, engineering, irrigation, PPE, the rag trade, printing and ICT.
We believe every business has the potential to accelerate their performance through their people and their processes. When a business recognises this fact – that people AND process are the biggest shortcuts to revenue growth, then they cannot be anything but more successful.
Our vision is for all SME businesses to willingly embrace and embed the triad of sales strategy, sales psychology and sales science necessary for sustainable growth.
Our mission is to help successful businesses become even more successful!
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.