SalesNote )
February 2009
In this issue
  • Automating the Playbook
  • Inside Sales Machine
  • Sales Effectiveness Tip
  • Quota Setting
  • Quotation
  • Sales or Sales Excellence?
    Companies are always seeking sales revenue growth. In down markets companies are looking for sales production any way they can get it. It's all about revenue, right? Of course. But can you really improve the sales organization while you scramble to survive? Actually, these are great times to reset on organizational infrastructure processes and practices that drive revenue today but also position the firm for sales growth in coming years.

    Smart companies are driving restructured sales teams to hit revised quotas while keeping a keen eye on institutionalizing best-practices to achieve sales excellence. New technologies snap onto common CRM systems and help firms reinforce correct sales activities, targeting, strategies, messaging, collateral, call execution, pricing, cycle management, forecasting, ops and management visibility. This comes first through thoughtful assessment of current practices, sales & marketing alignment, cultural norms, goals and resources. Recognize that effective implementation of true organizational sales excellence is a long-term project with short and long-term effects.

    Bold sales leaders must carry the torch for sales excellence across the organization. It's one thing to hit the numbers. The real trick is to hit them while moving the team forward.

    What are you doing to drive sales excellence today and tomorrow?


    Automating the Playbook

    A Winning Sales Play
    We've finally found the tool to easily create sales playbooks to standardize, evolve and train various sales processes. Playboox, a San Francisco firm and MXL partner, guides the clear development of sales process(es) and keeps the essential sales playbook dynamically in front of the salesperson. Both rep and managers benefit from clear insight into deal progress, planning, and performance.

    "Playboox enables us to capture what our best salespeople do and lock it down for the rest of the team to mimic or learn from." - VP Sales

    Inside Sales Machine

    Build, Develop, XLerate
    Today's Inside Sales team is highly productive and lower in cost. Many firms are moving to this model today where products and services can be sold from "mission control" and outside/direct reps are increasing expensive to maintain and control.

    The challenge is in building and driving the Inside Sales Machine. MXL Partners offers an Inside Sales XLeration service that builds and manages the team inside or outside your organization.

    Whether you have a team that needs a boost or a team you need to build, let's talk about it.

    Sales Effectiveness Tip

    When They Don't Call Back
    You leave a message, send an email, then wait for something, any thing that let's you know they know you're there. They've gone dark on you. It's happened to all of us. Especially these days. What's a salesperson to do?

    There are 3 Reasons why people don't return your calls: 1) You're not compelling, 2) They're too busy, or 3) They're not interested. In light of this, there are 3 Keys to successfully getting prospects or customers to return calls:

    1. Develop a Compelling 20-40 Second Phone Message. There's a logical flow to a crisp message/pitch that hooks one to listen, respect and respond. Note: your email should have the same structure.
    2. Follow-up Appropriately. Don't give up too soon, but don't overdo it. Place up to 4 calls over 2 weeks before moving on, or call back next quarter, as appropriate.
    3. Remember Not Everyone Buys. Some people/companies are just not good prospects right now. Don't blow your chance to do business with them in the future. Be gracious, professional, and "live to sell another day."

    Quota Setting

    An Art and a Science
    Setting quotas is both an art and science, with a heavy leaning toward science. Established organizations have a history of territory performance to guide year-to-year adjustments. For Start-ups, as well as companies in Transitional growth and Scaling stages with new products, the quota setting challenge is real and laden with heavy implications.

    Determining appropriate variables such as territory opportunity, sales value, lead flow, closing ratios, etc., is one issue in itself; applying them appropriately given today's market conditions is quite another.

    There's a movement back to basics as adjustments abound. Don't shy away from mixing the art with the science.

    Quotation

    The Vision Thing
    "Where there is no vision, the people perish." - Proverbs 29:18

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