Soon to be released

Sales Proce$$ified

HOW SMALL BUSINESS CEOs CAN IMPLEMENT A SALES PROCESS THAT GETS RESULTS

Sales performance is much more about science and process. By following the six key dimensions of the Sales Performance Framework you will ensure the growth you deserve.


POSITIONING

Take the time to establish the uniqueness of what you offer.

VISIBILITY

You must have visibility into the important sales opportunities. Make sure you have process in place to do that.

MEASURE

You can’t improve what you can’t measure. KPI’s must be in place in critical areas.

COVERSATIONAL FLUIDITY

Take action and implement constant learning so that your client-facing people are always adding value and insight to their prospects.

MINDSET

Take action on keeping the mindset of your client-facing people at the top of their game.

SKILL

The right skill at the right time for the right person. No one size fits all!

Top Ten ...

  1. You don’t really know what is going on in the important sales cycles
  2. You’re losing to the competition way too often
  3. You can’t seem to retain good sales talent
  4. Your sales reps need a technical expert with them on most calls
  5. You’re consistently missing your sales targets
  6. You feel that you’re sales force is leaving money on the table too often
  7. The number of appointments with decision makers if far too low for your liking
  8. You need help in mapping out your sales process
  9. The sales force is generally relying on others to provide sales leads
  10. There is no process for planning important sales calls
  1. Few incoming leads
  2. Unqualified leads fall into the system
  3. Inexistent follow-up process
  4. Poor or non-existent personalized lead generation mechanism
  5. Sales conversations are not advancing the sale
  6. Contact level is too low
  7. Negotiation is always about price
  8. Losing to often to the competition
  9. Inexistent or poor forecasting process
  10. Inconsistent sales results over time
  1. Can I actually map out my sales process from lead generation to close?
  2. Do I have a process or methodology for each step in my sales process?
  3. Do I know which KPI’s I should keep an eye on to make sure I attain my results before it’s too late to correct?
  4. Do I have a way to objectively measure the chances of a deal closing?
  5. Do I have the right players in place?
  6. What skills do my client facing people need to generate leads?
  7. Do I have good coaching practices in place?
  8. Is my sales force calling high enough?
  9. Is it clear to me how my sales force should be navigating through a complex sale?
  10. Do I know all the criteria that makes a prospect a good match to our organization?

Latest Blog

Nov
  Part 1   Most managers agree that the sales forecast is something that everyone hates to do but is so necessary to run a business. Ta...
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Feb
How do you get work accomplished in your organization? You could point to an organization chart and say “that’s how work gets done here.” But ...
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