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Sales Leadership System
In more and more organizations, the need for an effective Sales Leadership System is clear if not obvious. It is possible and desirable to have a process-driven sales management structure that runs with machine-like efficiency and as effectively as the most well-designed technology system.
There are 4 key requirements associated with an effective sales leadership system:
Not easy or quick to roll out. These take time, care and experience to institutionalize a best-practice sales leadership system. Tough to do if your driving Sales, Marketing or the whole company. It's like orchestrating a complex symphony while you're playing first chair violin. Let's discuss your 2011 plans.
How's your sales leadership system?
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2011 Sales Performance Study
5 Calls or Less to Close:
1-3 Months Average Sell Cycle Length
4-9 Months Average Sell Cycle Length
10+ Months Average Sell Cycle Length
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The Art and Science of Great Salesmanship So what's the problem? None, really. Nevertheless it's still an 80-20 world where the top 20% stand out like beacons in a dark night. While selling competencies are increasing across sales organizations, the differences between the "cream of crop" and the masses are still stark and a mystery to many. It shouldn't be. Top producers are still smarter, work harder, more knowledgeable, more systematic, and practice their trade with an artist's touch and natural style aligned with their true self and personality. No surprises. No magic. Simply a comfortable balance of salesmanship that we've always seen as the intersection of art and science. Some things never change or go out of style. ![]()
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Rule #39 - Use a Customer Decision Plan There were five vendors competing for the business of a billion dollar organization. The solutions were similar but one vendor stuck out like a sore thumb and won the business. The sales rep was able to differentiate herself from the others in a subtle yet powerfully effective way - she developed and used a Customer Decision Plan. ...The Customer Decision Plan is a statement of the sequence of events or activities throughout the sales cycle, as articulated by the customer and discussed with the rep. These are work items or tasks that need to get done, meetings that need to happen, introductions to be made, milestones and dates that are known or need to be established, and finally decision-making dates and the implementation time-table. ...These plans can be informally stated in an email, a document or a spreadsheet. It is to be sent to your key contact and hopefully Champion/Executive for input and approval. This now becomes a mutually important working document throughout the sales cycle. The sales rep selling to that billion-dollar organization used this method in articulating back to the key contact all that had been discussed relative to the decision-making and budgeting processes. From the very first meeting, this rep stood out amongst her competitive peers in her professionalism, thoroughness, and listening skills. The key customer contact said that she held him accountable for each milestone and in essence helped him "keep the project on track and do his job well." With a Decision Plan as a consistent guide, she effectively closed a significant contract with this significant customer. Are you utilizing a Customer Decision Plan? ![]()
Optimizing Excellence ![]()
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