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All Companies Want Sales Success
but most don’t achieve it...
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Effective Business Owners or Managers who wouldn’t let any
other process in the company get so out of control take
no responsibility for the most important business process:
revenue generation.
But they could if they took some simple steps:
- Treat Sales as a Process
- Assess the current process and team
- Hire the right people
- Constantly improve the process
At Preferred Sales Concepts we work directly with clients to
improve the Sales Process and to achieve company revenue goals.
We are a Top Line Revenue Driven Company and we tie our
success to your success in achieving your revenue
goals by tying our compensation to your results.
As a methodology for ensuring Sales Success,
Prefered Sales Concepts has created a
"Seven Step Process for Improving Sales".
Using this methodology, we work with clients to drive sales success by developing
a results oriented sales process and driving its implementation within client companies.
We offer Consulting, Coaching, and Testing among our value added services
Please review our Seven Step Process and contact us by clicking
the Contact Us! button at the top of the page.
Take the first
step to improve your sales results.
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Sales Force Assessment
This is the first step because you have to know where you are before you can decide
where you need to go. And if you’ve read Jim Collin’s “Good to Great” you know that
one of the first steps is to “Get the Right People on the Bus.”
So we look at everything:
Current Personnel
Successes or Deficiencies
Process
Strategy
Tools
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This gives us the “As-Is” state. We practice the old saw “Diagnose then Prescribe.”
One of the tools we use in this assessment is from Objective Management Group. The
online assessment looks at all current Sales Managers and Reps and details their
Commitment, Outlook, Desire, Accountability as well as their specific selling style
and their sales abilities. We can then use the assessment to coach for change or
to make personnel changes.
Besides Sales Personnel we examine the following:
- What is the current sales strategy and is it the right strategy?
- Are your Manager's Committed to this Strategy?
- Do you have the right salespeople with the right skills?
- What is their Outlook, Commitment, Accountability, and Desire?
- How is the sales team doing against your targets?
- How real is your pipeline?
- What is working? What isn’t?
- Do you have the proper measurement tools in place?
- Do you have the proper sales tools and/or technology?
- Do you have the proper compensation systems to drive results?
- Are sales targets achievable and meaningful?
- Are sales targets achievable and meaningful?
- How many leads do you convert to sales?
- And a thousand other questions.
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Sales Strategy Alignment
At PSC, we believe that Sales is most effective when they are part of the process.
Too often they aren’t.
They simply get the goal and are expected to achieve it.
We take a different approach.
We work with Management and sales to
set revenue targets and to develop the
strategy to achieve those goals.
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And then we work with the sales team to align the sales process with these corporate
revenue goals and to gain commitment to the goals.
This often involves working with the total organization which includes:
- Executive Management
- Sales
- Marketing
- Finance
- Sales Administration
to insure that there is one consistent goal that we all commit to achieving.
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Develop a Client Specific Sales Process
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Once we’ve assessed the current situation and clearly aligned corporate revenue
goals and gained commitment, it’s time to create the specific process and sales
plan. This step involves:
- Building the sales plan: Territories, Ideal Prospects, Quotas, Lead Generation,
etc.
- Detailing the specific actions
- responsibilities and roles of Sales Personnel and Managers
- eveloping how we measure success
- Building the hiring plan
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Implement the New Sales Process
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This is where success or failure happens.
Once we’ve decided on the Sales Plan it’s time to implement it effectively.
Our experience has been that success has some critical factors:
- Do you have the right people on board?
- Did you involve them in the process?
- Has everyone bought off on the plan?
- And, Is everyone committed to its success?
- Do we know the outcomes for success and for failure?
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Train everyone on the new Sales Process
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In a successful company everyone sells,
Everyone knows the message,
the value added differentiators,
the elevator pitch.
Not just the sales reps but everyone in the company.
Our goal is not to just train the sales team
on the new process. Our goal is to build a
corporate culture where everyone supports
revenue generation.
Every employee should know the goal, and
everyone should support to the goal.
They should know how their actions contribute to
the achievement of the goal by supporting the customer.
It is important to train sales personnel on the
process and to coach them to succeed. But
Training can’t be a one time event and it
can’t only include the sales team if it is
to be successful.
Coaching Managers to successfully Coach their
sales teams is an important component of any
Sales Training Program. As is ongoing coaching
as situations arise and the team encounters
problems or competitors.
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Measure and Manage Results,
and Continue to Coach the New Sales Process
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It is important to:
- Measure and manage the results.
- See how results are tracking to set goals.
- Ask what is working and what isn’t.
- Make necessary corrections in the process or the plan.
- Use those results and measures to Coach the team.
Reps perform best when they know what is expected, and when they can easily see
how they are performing to those goals.
And if you have the right people in place,
Coaching can help them overcome obstacles
and achieve success.
Implementing sales tools can help both Managers and Reps track results, forecasts,
and pipelines.
Part of the Sales Plan may include selecting and implementing SFA or CRM Applications
which fit the company’s specific sales reporting and tracking needs
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Continuously improve the New Sales Process
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Like any important process within the company the Sales Process must be constantly
measured and steps taken to improve the process based on the results.
The sales environment can change instantly with new competitors, new prices, and
new technologies showing up.
This can cause changes in revenue achievement.
We believe that successful companies continually
look at their sales process and
plan their results, and the information provided by employees and make changes
as the need arises.
You must constantly ask: is there a better or more effective way for us to do this?
If there is, incorporate the necessary changes and coach your team on the new plan.
Remember:
Just implementing a process is no assurance of success.
You must continually revise:
- how you target clients
- how you contact them
- Your message
- Your value
- Your price
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