Most mid-market companies are looking for their sales team to create high growth without the benefit of a large sales footprint or global brand recognition. As providers of customized consultative selling training for more than two decades, we can give you the “keys” to improving sales.
- Create a clear, believable and implementable sales strategy
Our organizational alignment research found that strategic clarity accounts for 31% of the difference between high and low performing sales organizations. If you are looking for high growth, start with defining your target clients and what sets you apart in the eyes of those customers. Then identify the top 2-3 priorities for the year to hit your growth targets.
- Create an understandable and consistent high performance sales culture that leverages your sales strategy
Our organizational alignment research found that organizational culture (how work gets done) accounts for 40% of the difference between high and low performing sales organizations. If you are looking for high growth, ensure that your sales culture is aligned with your sales strategy.
- Adopt a common sales process and methodology
Inconsistent sales and marketing practices wreak havoc on even the smallest of sales teams looking to scale. Establish a sales process and methodology that the entire team accepts and adopts.
- Establish the “critical few” leading and lagging metrics for performance
It is critical that sales teams keep track of activities and results. Otherwise, how are they to know where they stand and what they need to change?
- Meet regularly
Make your meetings of value. Inspire the team, share best practices, and solve problems. In short, look together at what is working and what is not and shift plans accordingly.
- Maintain a healthy pipeline and accurate forecasting
The more visibility you have toward achieving future goals, the more likely you will actually reach them. Don’t neglect to fill the pipeline by focusing only on current deals. And adjust forecast figures to reflect as close to a true assessment of potential as possible.
- Hire and develop the right sales talent
You need sales reps who know how to sell your unique value proposition effectively to your specific customer base and you need sales managers who can lead and coach them toward that end. Hold sales reps accountable for their performance. Recognize and reward top performers and provide fair consequences or support for substandard performers.
- Give reps the right tools
Provide the consultative selling training they need to keep their sales skills sharp for the sales scenarios that matter most to their success. Use technology to help them save time and keep their customer contact information current and useful. Also, be sure they have access to relevant whitepapers, customer testimonials and sales success stories that they can share with customers as appropriate.