Creating a High-Performing Sales Team: Get The Sales Outcomes You Want!

Creating a Sales-Focused organization that is resilient, focused on new and repeat business, and successful in achieving its revenue and profit goals is not transactional. It requires a commitment and the investment of time, energy, and effort with a clear vision of what success looks like. Why not take stock now and find a few areas that will make a difference?

Is your company focused on the right areas, and producing the performance and outcomes you want? Thinking of your current organization, its focus on sales, the culture, employee & management attitudes (mindset), along with sales performance, read the statements below and ask yourself: are these in place and are they optimized?

If your answer is NO to two or more of the following statements, then you would likely benefit from a shift in sales related focus in your organization:

• All employees have a positive view of sales and selling in our organization
• The sales leader meets regularly with the business owner /leadership to ensure alignment of sales and organizational strategy
• Strategic prospecting targets are defined and included in each salesperson’s territory plan
• All employees in the organization understand the importance of sales and the role they play in supporting and increasing both sales and customer satisfaction

Read more here 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 Team: Inspiring Success

What is the view or mindset of your organization toward its sales team? The sales team should be viewed as a high-performance team, no different than a professional sports team. The entire organization (employees / leadership) must get behind the sales team and be supportive, helpful, and passionate about winning, succeeding, and driving results. Something as simple as setting the mindset of ‘everyone sells’ can be a shift in the culture and attitudes embraced by the organization.

Has organizational leadership made clear its go-to-market strategy, along with high value targets? Is the sales manager and sales team equipped and armed with the needed information to carry to prospective customers? Too often sales teams are expected to function just like an owner or leader would, often relying on passion and inside knowledge the sales team doesn’t have access to. Is your sales team set up for success or failure? What information does the owner or leadership have that once shared becomes a game-changer?

We’ve found that many organizations truly want great results, but when it comes to a sales-focused organization with a high-performance team, gaps in this concept emerge. These gaps may include mis-hires in the recruiting of sales team members, not being clear about the role and results expected for the position, and not providing the right tools or direction that supports the optimal success of the sales team. It may be sales management, where success is expected, not celebrated, or assumptions that the team is trained and knows what to do, but no one is checking to see if that assumption is valid.

Creating a Sales-Focused organization that is resilient, focused on new and repeat business, and successful in achieving its revenue and profit goals is not transactional. It requires a commitment and the investment of time, energy, and effort with a clear vision of what success looks like. Why not take stock now and find a few areas that will make a difference?

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!

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!
 

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!

Marketing Essentials for Your Business

Last month we touched on two of the Five Business Dangers that create revenue generation – marketing and sales. Hopefully, you’ve taken some time to define your company’s specific roles for marketing and sales – if not, you may wish to go back to last month’s article. We dedicate this month’s topic to marketing.

Laying a solid foundation to support your marketing efforts today and well into the future is essential for the success of your business! You may already have some key elements in place, but consider adjusting your marketing plan to include the following:

• Why does your company exist (this may resonate with your target market)?
• What does your company do – what is its product/service?
• Who does your company serve – what is your target market?
• Where is your target market found? What is your geographic footprint?
• Does your company offer a niche product or service where what you offer is exceptional in your marketplace (i.e., better than 70% of your competition)
• Where does what you offer land with regard to price or value?
• What is the WIIFM (What’s In It For Me) factor for what your company offers?

Taking the time to develop the areas listed above will enhance the performance and effectiveness of your marketing efforts. They will provide your sales team with the necessary ammunition to power their sales efforts to success.

More info is here 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 life is waiting!