Tag Archive | Sales Process Engineering

Benefits of Being a Market-Oriented Organization

To be competitive in the market place today, you had better be a market-oriented organization.  Your sales team may be increasing the number of potential clients they present to and, ultimately, increasing revenue, but if the whole organization isn’t aligned with delivering what the client wants, you may soon be seen as replaceable by your customer.

Being a market-oriented organization means that every employee in every department is focused on the customer with constant two-way communication between the organization and the customer at every touch point.  By being market- oriented, the organization is better able to gather information about customers and competitors, more able to analyze the information that is collected, and thus more able use the knowledge gained to guide current and future strategies.  

Market-orientation is actually quite rare, so organizations that take the initiative to become market-oriented will have a significant resource for sustaining a competitive advantage which leads to several benefits being realized:

  • Better Marketing Programs: Because the organization has multiple opportunities to gain feedback from clients about their needs and about what competition is doing, marketing programs are able to be tailored to clients and market needs instead of a general approach that focuses on the product only.
  • Increased Client Retention:  Because the customers now have the ear of the organization on multiple levels, the customers receive faster responses to their needs and thus feel like they are receiving the attention they deserve.  This makes it much harder for competition to gain your customers’ attention and makes it much harder for the customer to entertain the competition.
  • Stronger Strategic Relationships:  As the relationship between the organization and the customer becomes more involved, values become shared, strategies co-develop, and mistakes tend to promote a two-way dialog on how the problem can be solved together.  The intangible value that is delivered by being market-oriented allows the organization to become a partner rather than just a vendor.

To become a market-oriented organization, marketing can no longer be thought of as an activity to just facilitate the selling of goods or services to a potential customer.  It must now turn to a customer-centered set of values and activities that focus on the organization’s mission to provide superior value by delivering what the client wants.

6 Questions to Help Move the Chains

In how many sales meetings this week is the owner looking at the sales funnel and scratching their head about the lack of movement of opportunities from one stage to the next?  There seem to be plenty of opportunities and potential clients out there so what is the problem?

I guarantee it is a lack of proper qualification of the opportunity to begin with.  The sales funnel needs to be cleaned up and by asking some basic sales leadership questions, you can help coach your team to identify the true opportunities to potentially “move the chains” and take them to the next level.

  • Who is the potential client?
  • What do they actually need and want?
  • How do they make decisions?
  • Who are the stakeholders?
  • What other options does the potential client have?
  • What is a clear next step that we need to do now to move this forward?

Many sales people can’t say “no” to potential opportunities and clients even though they are not ideal prospects.  This causes their sales funnel becomes full of opportunities that get stuck at the proposal phase because they have no clue what to actually offer to them.

If you are looking at the sales funnel and can’t understand why the actually sales are not happening, try drilling down deeper into each opportunity with these questions to coach your team to move their chains.

If you need help integrating some of the best practices to help coach your sales team, please contact us to schedule a SWOT analysis of your sales structure, sales process, and sales skills

How to Get a Faster ROI from Your New Sales Person

You just started a new sales person after your last sales person walked out the door only after 6 months.  You ordered new business cards, set up an email address, put together some sales figures, printed a customer list, and gave them a stack of brochures.  They should be set to go, right?  This is the most common scenario for any company that has a high turnover in their sales teams.  In fact, it was the way I was on-boarded as several companies earlier in my career.

Most companies do not have the proper systems and processes in place for on-boarding new sales people and without them, the sales person is set up for failure from the beginning. What does it take to set the new sales person up for success?  I call it the 4-P’s and it is everything that should be given to a new sales person to hit the streets faster and produce an ROI for your company.

Position: How thorough is the job description?  Have all of the expectations been communicated? Are their support people in place? Have goals been set?  Does the sales person understand what their role is in the achievement of those goals?  Without a clear understanding of the sales position, the opportunity for misunderstanding of role and expectations can lead to frustration and lack of results.

Products: Has the new sales person been trained on your product or service and fully understand the value it can deliver to your customers?  Do they know the pricing?  Do they know your entire portfolio? Do you have technical expertise that can support the sales person? Are your marketing materials current?  The failure to properly train and even cross train your new sales person will destroy your credibility with customers.

People:  Who are the people that you want to deliver your product and service to? Do you know what an ideal customer looks like? Do your marketing materials speak to your target market?  Do you know your competition?  Do you know your differentiators?  Do you know how your customers buy?  The failure to understand your market will not develop a clear marketing and selling plan to follow.

Processes: What metrics do you have in place to measure success?  Is your CRM in place and the use of it mandated?  Can you document your customer buying process and what roles are responsible for the various stages and touch points?  Do you have support people for order entry, shipping, billing, and servicing so your sales person can stay in front of customers and new opportunities?  The failure to have proper support in place for customers will make your sales person get involved with non-selling activities and you will only get 20% of the selling effort you need.

To get a faster ROI out of your sales person, you need to take away any potential for misunderstanding, not knowing expectations, ruining you credibility, and not being able to measure success.  For help developing your 4-P’s, please contact us at SalesTechnik

Why Great Sales People Should Act Like CEO’s

“You are the CEO of your territory so you should act like one.”  I was told this all the time during my years of selling and leading sales teams in various industries. I have since passed this advice on to every sales person and sales team that I have worked with since I started my practice.

More than any other position in the company, sales has a tremendous amount of autonomy and like a CEO, this freedom gives the sales people an infinite amount of latitude in how they are going to achieve their goals.  Sales performance is based on success like that of a CEO and therefore the best sales people should approach sales like they are a CEO.

What should sales people and CEO’s have in common?

They leverage others to help – they don’t try to do it all themselves.  Great sales people know how to leverage the entire organization. Good and average sales people try to do it all themselves.

They show leadership – without leadership it’s impossible to gain the support of the organization, to build support teams, to rally the client, and get those teams you need behind you.

They have problem solving skills – problem solving is one of the greatest, unmeasured skills today. Great CEO’s solve problems. Great sales people solve problems for their company and their clients.  They have an uncanny knack for understanding how to get around hurdles, address challenges and accomplish what others can not.

They have Business Acumen- It goes without saying that CEO’s have great business acumen and unfortunately, most sales people do not. Sales people should embrace business knowledge and grow their understanding of complex and simple business concepts.

They take Risks – by definition, CEO’s take measured, calculated risks.  They understand that nothing is guaranteed and growth comes from expansion. Selling is no different and the best sales people take risks.  They understand the next big sale does not come from doing what everyone else is doing.

They have a Vision – Like CEO’s the best sales people have a vision and they see the forest through the trees.  They can see where the industry is going and see where their clients “need” to go. They know when a product is going to loose its edge 12 months in advance and use that to their advantage.

They are committed to personal development – CEO’s become CEO’s because they are constantly striving to get better, embrace personal development, and are always growing their skills.  The best sales people are constantly evaluating their skills and should always strive to get better. They know what they are great at and what they need to get better at.  They leverage their strengths and surround themselves with those who are great at what they are not.

I am a huge fan sales people and during my 25 plus years of sales leadership, I have watched sales people that have these traits succeed farther than myself and I have watched sales people fail because they were unable to change the way they conducted themselves in business and embrace these ideas.  If you can embrace and integrate the characteristics of a CEO, then you can be great in sales.

Every Company has Low Hanging Fruit

The question “How do we grow sales quickly?” is asked in every business on a weekly basis.  The easy answer for us is that you would not have to ask that question if your sales function was doing three simple activities on a regular basis.

Asking for additional business from existing clients

When was the last time you met with your top clients to review the current business you were doing with them, showed them what else you could do for them better than others, and asked what they were planning that you might be able to help them with?

Asking for referrals from existing clients

Your clients have stayed with you for a reason.  When was the last time you asked them who they knew in the industry that you could help as well and who else they do business with where you might be a fit?

Asking for new business from other “ideal” future clients

Can you identify your best clients and why you have been able to be a partner with them?  Take your success and replicate it by producing a marketing piece about why people do business with you and send it to other “ideal” prospects with a call to action about engaging you.

These simple activities are often overlooked because businesses get caught up in their business and do not focus on them.  Make these activities part of your regular sales meetings and their will be no need to have conversations about how you can grow sales quickly.

Drive Your Own Car in Your Own Lane

Recently on American Idol, Phillip Phillips sang Stevie Wonder‘s “Superstition” to close out the first “American Idol” finals round.

Steven Tyler said, “you just are…Okay”…. Jennifer Lopez liked how he made the song his own and said “you killed it.” Randy Jackson liked his originality and liked how he interpreted somebody else’s song and told him “You drive your own car in your own lane!”

That hit a point with me about the entrepreneurial companies I work with on a weekly basis and how they have had success doing things their way but are not always fully understood.

When an entrepreneurial company wants to do something new, navigate into a new market, or develops a new way of doing things, they do not always get positive feedback from the direct “stakeholders”  about what they envision or what they are trying to accomplish. Two reasons for this are 1) that they have not effectively communicated why they are trying to do something new, and 2) they do not have the right people in place to execute their vision.

Have a vision, set a goal, create a plan, communicate the plan to all parties involved, inform everyone of their role in the plan, live by example, and do what you say you are going to do.  Once these things are in place, you can hold people accountable to their role in the plan and you will be driving your own car in your own lane and continuing your success.

The Benefits of Role Playing

What if your sales team could increase their conversion rate without spending money on expensive training programs? What if you could increase the velocity of your sales funnel without changing your personnel?  What if you could increase your client base without increasing your marketing budget?

Role playing is one of the most effective training tools that sales managers and organizations can use so why do not more managers or organizations use it on a regular basis?

Let’s look at the benefits of using role playing on a regular basis:

  • Cross pollinating best practices amongst team members.
  • Increased organizational understanding of market challenges.
  • Efficient and confident navigation of client objections.
  • Development of highly targeted marketing messages.
  • Less training costs to the organization.
  • Increased sales team confidence and camaraderie.
  • Increased conversion rates of opportunities.

Peer review can be one of the scariest events that sales people can go through because it has the chance of revealing weakness to other members of the organizations.  It’s time to get over the fear.  By working role playing into the regular sales meetings, managers can improve the effectiveness of their teams and organizations can increase their conversion rates to close more of their opportunities.