Archive for the ‘Sales Process’ Category

Another quarter down as we move into summertime. Time to regenerate the team and shake up the marketplace. Rally around a win, a new product announcement, a white paper, a little positive PR. It’s a good enough excuse to orchestrate a Sales Blitz – that tried and true cold calling campaign where all appropriate hands on deck get on the phone and call away.

It never fails to amaze me that these events generate what they do. From outright leads and appointments, to fresh market insights and input on resonating messaging, scripts, targets, database quality, not to mention boosting team morale and old-fashion fun and games. Teams should be doing these once a quarter, if not once a month.

Just pulled off another one for a client this past month and yielded big fun, success, and new viable lead generation. Jump-started the Inside team and kick-started the Outside team with new opportunities and revealing possibilities. Paid out nominal cash prizes in a 1/2 day event that had the team buzzing. Well worth the effort.

Got a Sales Blitz in your plans?

The team is settling down after all the meetings, product announcements and adjustments. You’ve got reps and managers sorted out and in place. Now it’s all on the sales team to hit targets and bring in the quarter.

Actually, it’s all on your sales managers who own the number, some carrying bags while leading the field troops, others in roles of mentor and driver. Either way, the job is tough, relentless, and the stakes are high. So why is there very little training for first-line sales managers? It’s already a difficult and important job, yet we often throw our most promising players out there to sink or swim.

There are 4 Core Areas of Competency required for effective Sales Management:

1. Building Process and Sales Culture
2. Driving Goals and Accurate Forecasting
3. Hiring Winners and Building Team
4. Deal Coaching and Mentoring Skills

How well trained are your sales managers?

Wind it down and rev it up. Whether your year is closing with a bang or a whimper, it’s a new day in January. What are you doing about it? Sales teams and organizations are realigning with reset expectations; salespeople are reassessing their accounts and territories and careers; customers are reevaluating their needs, requirements and budgets. All converge “after the holidays.” Indeed take a Christmas break with the family over the next couple of weeks, but do put aside some thinking time to begin to orchestrate your sales jumpstart.

Keys to a successful Sales JumpStart:

Yes, there is a PROCESS for approaching sales success in the coming year. There is no panic amongst the pros – just careful and deliberate evaluation and implementation of proven fundamentals. Have a Merry Christmas and Happy Sales Year.