"Selling Power Magazine"
Video Clip:
Best Practices of Winning Sales Organizations
Click Here for a 6-minute video:
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 Get to Yes Prior to Negotiation
Otherwise, you will lose the "Gap Advantage" between your offer and your competitor's.
Differentiate yourself before submitting a proposal or you'll be forced into a price based competition. |
 Challenging Economy
"In tough times your instinct is to hold back. That's the time to be aggressive and on the balls of your feet because your competitors are going to be distracted. If it's a good long-term opportunity, you can gain more ground competitively in tough times than in good times."
Kenneth Chenault - American Express |
Get on the Fast Track to Growth with an Annual Strategic Plan
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Greetings!
The Imprint aims to be concise, timely and relevant. Your feedback is always welcome. |
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What Do You Expect from Your Sales Manager, Sales Process and Those Who Implement it? |
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As The Business Owner 
I want my hand picked sales manager to have a passion for continuing the founder's legacy by motivating company representatives to make sound decisions, deliver on our brand promise, and involve key accounts in our product and market research.
The sales manager's playbook for finding and developing customers within optimally designed territories consistently produces accurately forecasted and profitable results through a full representation of products and services that measurably impact target customer KPIs.
The sales manager should use analytics to measure the health of our integrated sales process [direct, inside, web and channel] and identify strengths to be leveraged and gaps to be closed.
The sales manager retains and moves middle tier performers towards the top 20% tier through dynamic performance programs and reassigns or dismisses bottom 20% non-performers.
It is mission critical that the sales manager hire an unfair share of the 20% of candidates that have a high tolerance for rejection, a strong need to achieve, a competitive desire to win and be the best, an optimistic sense of certainty, and that are also likeable and competent with a high level of business acumen that elevates conversations from transactional to consultative, and propels them to higher and wider levels within customer organizations. |
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As A Sales Representative  I want to work with a top manager who is fully engaged in sales, marketing and service processes, and who is collaborative and well-connected within our company. I want a coach and role model who is consistently available, fair and honest, always does right for the customer, supports my pursuit of excellence and integrates a uniform process for managing time and territory, opportunities, accounts, and contacts into a CRM system that is based on the best practices of top performers. |
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As The Sales Manager
If repeatable best practices are woven into the CRM system, I will have more time for being an active participant in winning business, managing accounts, removing obstacles, and ensuring the necessary resources, tools, and tailored training and ongoing reinforcement.
 I won't take my eye off the ball if senior management provides clear new business and existing customer sales objectives along with expected churn rate so that marketing will understand what it needs to do to support sales initiatives.
I will help company C-level executives to understand what's really going on in the customer's world and in the sales rep's world through analytics that communicate lead source and conversion rate, sales funnel health, deal close time, opportunity snapshots at various stages, and new rep learning curve as an objective means for knowing when to hire in order to be ready for windows of opportunity. |
Thanks for reading the Imprint.
Sincerely,
John J. Bernardi, Owner
INTAgLIO Business Solutions
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Next Month's Feature Article What to Expect From Your Contact Center Manager | |
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