Creating the Sales System Your Competitors Fear: A Guide
The equation for creating a “Bad Ass" Sales System is:
(FOCUSED Business & Sales Strategy + PRECISE Sales Process + DRIVEN Sales Professionals) X ACCELERATED Demand Generation = One (1) "Bad Ass" Sales System
Focused Business & Sales Strategy
- When we are focused on one thing we can move mountains. When we focus on too many things there is a constant stream of noise to work through .
- Most companies can really focus on a maximum of 3 new initiatives at one time.
- Aligning business strategy with sales strategy will reduce the close drag and increase overall employee confidence.
Precise Sales Process
- Every customer segment, product, or service needs a dedicated sales process.
- This is not a trial-and-error process that you involve sales people in. It needs to be worked out before engaging the sales team.
- A solid sales process includes: multi-channel campaigns, calling, email, social media, and feet on the street.
Accelerated Demand Generation
- Pipeline construction goes way beyond the phone, email, and social media. The core offering has to be right.
- Sending an email and waiting for a response will gain you nothing. The demand generation process has to be active with intensive follow-up.
- A big pipeline is a lot of work. Elite sales teams focus 60% of their time and resources on pipeline building.
Driven Sales Professionals
- Compensation and culture drive sales professionals.
- Clear value proposition and a robust marketing effort make them stay for the long haul.
- Elite sales organizations drive the company fundamentals through clear planning and hitting numbers.
