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Sales Coaching Corner
Rethinking Executive Conversations
DSG Insight
Many salespeople can get the executive meeting. But they don't take it. Why not? One reason is that traditional approaches to executive conversations don't work and salespeople know it.
Rethink the executive conversation and enable your sales team to lead meaningful customer conversations that solve problems with a picture.
DSG, a partner firm with MXL, has found that a whiteboard framework in executive interactions creates interest because of the amazing power of a visual framework. A compelling discussion about the customer's current state and your insight into missed opportunities and new approaches is worth a 1000 PowerPoint slides.
These powerful conversations techniques can be taught to Inside Sales teams as well as Direct Sales. It's rewarding to watch sales team confidence rise as they engage boldly with executives and provide helpful insight in their sales calls.
More...
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No 'October Surprises' in Sales
In American presidential politics there is a campaign tactic often used the month before November elections known as an October Surprise. These may take the form of an international crisis, a domestic economic announcement or a personal attack revelation about one's opponent. The idea is that it is so close to the election that it's difficult to combat at such a late date.
The good news is that much of the public is aware of this strategy and the impact is minimized with those who are savvy. Unfortunately many are still swayed.
Fortunately, there are no October Surprises in sales. As we are now in the last quarter of the calendar year, for many this is the home stretch, the final days to hit sales numbers, targets and goals. Reps and managers already know if numbers are going to be hit for the quarter and year. It is hard to deceive or be deceived.
As in politics where track records, documented proof points and history don't lie, in the sales world, pipelines don't lie. What pipeline one builds in the first 3 quarters will lead to a big payoff in the final quarter. While deals may be originated in October, there is rarely new magic done during the November and December holiday seasons. Salespeople work hard and do well to merely reel in their deals as they navigate a busy season for all.
Best wishes down the stretch, for all good candidates and salespeople alike. The hope is that this quarter (and in November) real winners prevail. No surprises.
How's your quarter closing strategy?
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Territory Planning - Purpose and Process
Surprisingly enough, most companies do not have or require a formal Territory Planning Review. What mostly exists is a regular but informal review of a sales rep's Pipeline/ Forecast either weekly, monthly or quarterly.
These are very different vehicles for the rep and for sales management. They should stay distinct.
The ideal Territory Plan is less than 12 slides in PowerPoint or tabs in spreadsheet. While data may or may not be extracted from a company's CRM, the key is that purposeful information is compiled in a regular format on a regular timetable (quarterly is most common). Reviewed with management and other key players (yes, Marketing), this sharing of high level perspective, strategies, issues, competitors and plans brings invaluable corporate insight and visibility across the organization.
While similar topics may be raised in a weekly Opportunity Pipeline/Forecast review, there is goodness that comes out of a disciplined approach to salesperson's territory review. Keep it simple, clean and regular - reps and managers will grow to appreciate it.
How's your Territory Planning Process? |
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Sales Effectiveness or Pipe Dream?
In the 2012 Sales Performance Optimization Study conducted by CSO Insights, there is the identification of the Top Sales Effectiveness Initiatives for 2012.
The Top 5 are:
- Revising/enhancing our lead generation programs
- Revising our sales process
- Improving sales rep access to information
- Analyzing our customer's buying process
- Enhancing sales team communications
Sad to say, there is nothing very compelling about this list. In fact, this is quite similar to the top list every year. Pause and consider the implications.
Many companies chase after desired sales and marketing organizational improvements without much more than that desire to improve or up-level the team. This is noble and good, however, successful attainment of these lofty targets requires:
- Honest baseline assessment
- Realistic end-target goals
- Specific milestones and objectives
- A documented project plan
- Sustaining measurement and follow-up
There are too many critical moving parts in a modern sales organization. Seeking effectiveness without a prioritized, practical course of action is a recipe for wasted time and effort. Having more leads without a clear and purposeful sales process or an effectively engaging sales team is not going to hit the mark. It's a pipe dream.
Got a plan or a pipe dream?
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Churchill on Sales
"Politics is the ability to foretell what is going to happen tomorrow, next week, next month and next year. And to have the ability afterwards to explain why it didn't happen." - Sir Winston Churchill, former British Prime Minister |
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