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T h e C h i e f S a l e s O f f i c e r |
Catch the Next (Sales) Wave
The One After That May Take A While |
Here is some great information on the economy and a link to an incredible library of useful leadership information. None of this is from me!
Brian Beaulieu is the source of the economic update; Emeran Leonard's blog is the source of the leadership ideas.
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Submitted by Brian Beaulieu on Mon, 03/15/2010
Now that expenses have been reduced and efficiencies are at all time highs, building the top line sales is paramount to sustain profitability. The current uptick in the economy will further weaken marginal competitors due to lack of bank liquidity. The favorable economic window will be rather short to build market share as reported by Brian Beaulieu, TEC's economist:
Recovery is at hand as evidenced by the rising trend in US GDP and the 12MMA data trend ascent that began in January 2010. New Orders are in a recovery trend and people are spending money. The recovery is sustainable through at least 2010 and we think well beyond this year.
You may have heard this prognostication from us at any number of presentations. So why repeat it now? Because it is important to keep that construct in mind as we go through the next two quarters and are talking about some weakness in the leading indicators. From the S&P 500 Index and rates-of-change to the Purchasing Managers Index rates-of-change to the Corporate Bond Prices trend, there is going to be less-than-stellar news ahead. However, it is not expected to mean that the end of the recovery is nigh upon us.
The subtle weaknesses in the leading indicators cited above (and others) are an indication that the recovery's 2010 rate of rise will dissipate in 2011. A diminishing rate of rise means growth but at a slower pace for the year.
Our extended outlook is for 2012 to come in stronger than 2011.
So think ongoing recovery. Plan for ongoing recovery. Take risks knowing that better days are ahead.
To stay current with more advice and insights for CEOs, check out my blog at www.ceogrowth.net.
Regards,
Emeran Leonard
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Some ideas you may want to consider for your sales team:
Okay, so what does this mean for CSOs? There will be a "wave of sales" as pent-up demand works its way down the various supply chains. "One daisy does not a springtime make" is the rule here. This wave will be followed by others and, we believe, the base level of sales will steadily increase. Make your decisions on the base level, not the wave. Also, we do not know the spacing between waves. - Start selling now. Put greater emphasis on all selling activities.
- Have as many people in your organization as possible make sales calls or, at least, sales contacts. (A sales contact is any customer touch that reminds your customers and potential customers of who you are and what you do.)
- Give your customer-facing employees basic sales training. We're talking sales 101 here and you or any of your salespeople can develop and teach this material. (Use the DIY sales process explained in my TEC/Vistage programs; a copy of the audio is available through your Chair.)
- Look for interim or part-time sales help. Summer interns to assist with sales, seasoned salespeople who are currently unengaged or retired or anyone else who can do some of the light or heavy lifting for you. Try to avoid bringing on full time salespeople if you're unsure how long the wave will last for you.
- If you have ever considered using outside sales reps, now may be the time to give it a try. Remember, there are two types of reps: independent reps and very independent reps.
- Find ways to shorten your sales cycle in order to capture more of the wave. (Kaizen for Sales can help here.)
- Sell what's on the shelf. This is not a time to go after those high-margin one-offs. If you're thinking about inventory or production, consider what will build and deliver quickly with a reasonable margin.
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How Can I Help?
Give me a day with your team and we will teach everyone how to define their role in sales, we will give your full-time salespeople the ability to capitalize on the new normal in sales and we will dramatically change your relationships with your customers.
Call or email me and ask about the "Everybody Sells" program.
1.800. MR. REAVES (800.677.3283
Instead of trying to reinvent the sales wheel, save time and other resources by letting me help.
Need training? Remember: I'm using Progressive Pricing right now so tell me what outcome you want and what your budget is and I'll show you how I can help.
Whatever you do, seek out the help your organization needs
and do it now.
1.800 MR. REAVES (800.677.3283)
Or email me by clicking on the link
at the bottom of this edition
Or just click on the Reply button on your browser
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