Have You Mastered Sales 1.5?
Have You Mastered Sales 1.5?
Have You Mastered Sales 15 - To learn more about this author, visit Trish Bertuzzi's Website.
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Sales 2.0 is getting tons of buzz right now in the technology market. There are lots of different definitions out there, but here's mine:
| Sales 2.0 is an outcome not an event. The process requires you to transform your business from one that is focused on selling to one that is focused on letting the market buy from you.
Sales 2.0 requires a change in mindset. It requires focus on buyer personas, lead nurturing, content development, social networking strategies, web 2.0 tool, etcetera, etcetera. |
Pretty head spinning, right?
So how do you begin to transform your organization?
Take baby steps: you need to master Sales 1.5 before Sales 2.0. You need a solid foundation on which to initiate real change.
We all have limited resources and an organization can only absorb so much at once. Taking a measured approach will result in better outcomes than just throwing yourself into the fray and launching new initiatives, technology or otherwise.
Here are 6 recommendations on how to make sure you have mastered Sales 1.5:
- Take a look at your sales goals
Are they realistic and achievable? Are they based on real world data or were they handed to you?
Now, more than ever, numbers need to be based on real world data defined by how many buyers that fit your ideal customer profile are available in each territory. The days of vanilla quotas are dead. The days of data driven quotas have arrived. - Take a look at your compensation plans
Are they driving desired behavior? Are they based on opportunity or are they based around activity?
Revenue is always the end game but what other factors drive success in your organization - new logos, increased customer retention, new verticals or products...think about those factors and include them in your compensation plans. - Take a look at your roles & responsibilities
Is each member of your sales team held accountable for specific goals? What is Inside Sales responsible for v. the Field v. Lead Generation? What are the metrics by which Marketing is measured?
Resources are precious commodities and you can't afford to squander them. Marketing and Sales need to share a common set of definitions, metrics for measurement and goals. - Take a look at your messaging & sales tools
How do you communicate with the market? Is it all about you or is it about delivering value to your buyers?
Your sales organization must have great content to use throughout the sales process. The education of buyers can't end after they deliver a product overview and a case study. - Take a look at your talent
When was the last time you profiled your best performers? Have you evaluated your recruiting and interview processes to make sure they are effective?
The economy isn't the only reason you might not be making your number. How much of your budget do you allocate to professional development for your team? - Take a look at your systems
Do they deliver value to Sales or just require admin work from them? Is the Sales Org actively using all the tools at their disposal?
Make sure Reps are given the tools they need to better understand and serve customers & prospects. Make sure your systems highlight and deliver the right tools at the right time to move Sales opportunities forward.
Okay, do you feel good about all of the above? Great! Now you are ready to start thinking about Sales 2.0 because you have a solid foundation on which to build and initiate change (a blog topic for another day perhaps).
There's no silver bullet. There's nothing but hard work, well thought out strategies and flawless execution.
But you already knew that, right? Happy Selling!
Have You Mastered Sales 15 - To learn more about this author, visit Trish Bertuzzi's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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