Do You Need Sales Management Help?

What is your current mindset around sales management?

Thinking of your current sales management situation, read the statements below and ask yourself: are these in place and are they optimized? If your answer is NO to two or more statements, then you would likely benefit from a shift in your sales management solution, mindset, or approach.

• You have a sales manager/leader in place - their primary role is to lead and grow the sales team, coach, and train them, and develop a high performance sales team
• The sales manager meets regularly with the business owner to ensure alignment of sales and organizational strategy
• The sales manager holds salespeople accountable to goals, territory management, and activity levels
• The sales manager meets at least 1x per month 1-2-1 with salespeople for feedback, coaching and support
• The sales manager holds team meetings at least 1x per month

Every sales-focused organization has room for improvement! If you aren’t implementing all the statements above, or only a few, you may need to adjust your mindset or priorities around sales management… it may be time to get some help.

Read more on our website!

Your Gateway to Performance Improvement and Business Success

If you’re feeling some pressure to address the success of your business, don’t wait – it doesn’t take more than a brief phone call…

David is an accomplished and experienced business professional who brings over 40 years of insight to the table. As a business coach, he specializes in helping business owners prioritize their needs. He can help you examine the health of your business and find critical areas which once addressed will result in performance improvement for your business.

It all starts with a single, free conversation. Call 734-726-5208 today for a free coaching session or contact David. Your success is waiting!

High Performing Sales for Your Business

Have you struggled in the past to develop the tools your business needs to thrive?

Are you ready to build a high performing sales team with a solid sales management strategy?

Business leaders and owners understand that more focus is needed on sales efforts in their organization but aren’t sure exactly how to get started, or how to drive positive change when it comes to their sales efforts.

Sales Fundamentals:

Consider the following with your sales team to ensure you’re implementing these sales fundamentals:

• A complete Sales Story (Power Statement) has been developed and is used by all salespeople
• Salespeople speak in terms of client need and challenges, not products and service offering
• Messaging and selling are aligned properly with all marketing efforts
• A clear sales process has been defined for acquiring NEW sales from NEW customers
• The CRM system meets the needs of salespeople and is actively used by all

If you need to refresh the sales message and process to re-energize your sales team, it may be time to seek professional help from a business coach.

Learn more here! 

Your Gateway to Performance Improvement and Business Success

If you’re feeling some pressure to address the success of your business, don’t wait – it doesn’t take more than a brief phone call…

David is an accomplished and experienced business professional who brings over 40 years of insight to the table. As a business coach, he specializes in helping business owners prioritize their needs. He can help you examine the health of your business and find critical areas which once addressed will result in performance improvement for your business.

It all starts with a single, free conversation. Call 734-726-5208 today for a free coaching session or contact David. Your success is waiting!
 

Our Four-Pronges Approach to Creating a Sales-Focused Organization

Based on our experience, we have found that the importance of a solid foundation can’t be understated. If the foundation of your home had a large crack, you would be rightfully worried and call a professional to get it taken care of as soon as possible. Why look at business any differently?

We believe in a four-pronged approach to creating a Sales-Focused Organization:

1. Sales fundamentals such as an effective sales process, your power statements with strong messaging, and powerful conversations that combine these fundamentals, to build upon and drive success for you and your team.
2. Effective sales management, meaning the sales leader/manager should squarely be focused on the development of strong performing sales team members and working closely with them to refine skills and abilities that result in enhanced performance and therefore better results.

Read the full list on our website!

Building or enhancing your revenue performance will depend on how well you develop your sales foundations. These will be critical to your sales success. For the specifics of your business, its sales efforts, and their success we’ll need to rely on your candid assessment. So, don’t wait, take stock today and figure out where success or the lack of it is coming from.

In future months we will examine, separately and in depth, Sales Foundations, and each of the other Five Business Dangers. We will also provide a free assessment tool that will highlight specific gaps within the Five Business Dangers.

Your Gateway to Performance Improvement and Business Success

If you’re feeling some pressure to address the success of your business, don’t wait – it doesn’t take more than a brief phone call…

David is an accomplished and experienced business professional who brings over 40 years of insight to the table. As a business coach, he specializes in helping business owners prioritize their needs. He can help you examine the health of your business and find critical areas which once addressed will result in performance improvement for your business.

It all starts with a single, free conversation. Call 734-726-5208 today for a free coaching session or contact David. Your success is waiting!

High Performing Sales for Your Business

As a business owner/leader, are you frustrated that you're not hitting your sales goals and know something needs to change? Business leaders and owners often know that change is needed on the sales front, but they often are not sure exactly where to start, or how to drive positive change to improve sales results.

Let’s face it, Sales and a Company’s Sales Function form some of the most important success elements through the life cycles of any business that begins as a start-up, advances through early-stage growth, second stage growth, on to maturity, sustainability, and beyond.

If you are like many of the businesses we have worked with, you may have experienced the following:

• frustration with not reaching your sales targets
• sales cycles that are longer than expected
• a pipeline that is too weak to make up the difference on too-slow-to-close opportunities
• unsure if you have a good or the right sales process in place
• as a business owner/leader, overwhelmed with both running the business and managing the sales function and/or sales team

 Read more on our website!

Your Gateway to Performance Improvement and Business Success

If you’re feeling some pressure to address the success of your business, don’t wait – it doesn’t take more than a brief phone call…

David is an accomplished and experienced business professional who brings over 40 years of insight to the table. As a business coach, he specializes in helping business owners prioritize their needs. He can help you examine the health of your business and find critical areas which once addressed will result in performance improvement for your business.

It all starts with a single, free conversation. Call 734-726-5208 today for a free coaching session or contact David. Your success is waiting!
 

How to Set Up a Marketing Plan to Improve Business Performance

A big part of your marketing effort and its success will lie in setting up a marketing plan – one that takes your marketing initiatives and creates specific plans for each marketing element. If you don’t currently have marketing data or marketing KPIs , this would be a good place to start, as data will be critical in assessing what is and is not working. 

As an example, for your website, you will want to optimize it for a set of search terms, and then know the number of visits per day or month, and which pages are viewed by visitors. You will also want to know how many web forms are completed and submitted. In the end, for each of the channels through which you market, you will want to know the number of contacts, phone calls, or leads each produced. This information will determine whether that particular channel is yielding a good marketing ROI (return on investment) or not. With data, you can decide what to add, change or stop. It will be a worthwhile investment of time to figure out where your marketing success or the lack of it is coming from.

Building or enhancing your revenue performance will depend on how well you develop your marketing foundations, messaging, and the channels you use to reach your intended audience. For the specifics of your business, its marketing efforts, and their success we’ll need to rely on your candid assessment. So, don’t wait, take stock today and figure out where success or the lack of it is coming from.

In future months we will examine, separately and in depth, Sales, and each of the other Five Business Dangers. We will also provide a free assessment tool that will highlight specific gaps within the Five Business Dangers.

Read more on our website!

Your Gateway to Performance Improvement and Business Success

If you’re feeling some pressure to address the success of your business, don’t wait – it doesn’t take more than a brief phone call…

David is an accomplished and experienced business professional who brings over 40 years of insight to the table. As a business coach, he specializes in helping business owners prioritize their needs. He can help you examine the health of your business and find critical areas which once addressed will result in performance improvement for your business.

It all starts with a single, free conversation. Call 734-726-5208 today for a free coaching session or contact David through the website. Your success is waiting!

How Do You Market Your Business? Our Ideas for Improvement

Last month we discussed your company’s marketing and the fundamentals or foundation of a solid marketing plan – marketing messaging. Hopefully, you’ve reviewed these elements and taken a few steps to improve the foundation for your company’s marketing efforts.

Now that you have a solid foundation with great messaging, let’s review your marketing channels or marketing array – how do you reach your ideal target audience? What is your current marketing array? Here are a few ideas (though this is not an exhaustive list):

• External signage
• Logo with tag line
• Email signature
• Local advertising
• Marketing collateral – flyers, brochures, etc.
• Website
• SEO/SEM
• Local Chambers
• Referral partners or organizations
• Webinars, seminars, presentations
• Business Associations
• Networking Groups
• Referral and loyalty programs
• Social media
• E-listings
• Email marketing and nurture campaigns
• Automation
• Geogrid

…and many more…

Take a look at the list above. Which ones are already in place, which ones should be added and/or improved upon? If you are overwhelmed with what seems like endless possibilities, examine where your recent sales or marketing successes have come from. If you’re not already doing so, asking how people have heard about your company and its offerings will help to figure out what is and is not working for your marketing strategy.

Read more on our website!

Your Gateway to Performance Improvement and Business Success

If you’re feeling some pressure to address the success of your business, don’t wait – it doesn’t take more than a brief phone call…

David is an accomplished and experienced business professional who brings over 40 years of insight to the table. As a business coach, he specializes in helping business owners prioritize their needs. He can help you examine the health of your business and find critical areas which once addressed will result in performance improvement for your business.

It all starts with a single, free conversation. Call 734-726-5208 today for a free coaching session or contact David through the website. Your success is waiting!

The “What’s in It for Me” Factor & How It's Essential for Marketing

Learning the What's In It For Me (WIIFM) factor for your customers will help put the focus on them and on their experience before, during, and after receiving what you offer. For many businesses, asking for information about the experience of their customers will help shed light on what is enormously important to them. This at times may be at odds with the view of the business and their team. When you have this information at hand, it can be incorporated into your company’s unique selling or value proposition and guarantee.

You may have heard the phrase ‘stories sell’ – customer stories can make a dramatic difference in making your prospects warm up to what you offer. Donald Miller’s ‘Building a Story Brand’ (2017) is a great read on this topic. You will discover value in understanding the important roles of the hero and the guide.

Next month we will address channels through which to market your company’s offerings.

Building or enhancing your revenue performance will depend on how well you develop your marketing foundations and messaging. To get into the specifics of your business’s marketing efforts, we’ll need to rely on your candid assessment. Is it time to take stock to figure out where success or the lack of it is coming from?

In future months we will examine, separately and in depth, Marketing, Sales, and each of the other Five Business Dangers. We will also provide a free assessment tool that will highlight specific gaps within the Five Business Dangers.

Learn more on our website!

Your Gateway to Performance Improvement and Business Success

If you’re feeling some pressure to address the success of your business, don’t wait – it doesn’t take more than a brief phone call…

David is an accomplished and experienced business professional who brings over 40 years of insight to the table. As a business coach, he specializes in helping business owners prioritize their needs. He can help you examine the health of your business and find critical areas which once addressed will result in performance improvement for your business.

It all starts with a single, free conversation. Call 734-726-5208 today for a free coaching session or contact David today. Your success is waiting!