EP Huddle #47
The sales process is one of the most critical aspects of a successful sales team. Yet, it's one of the most overlooked parts of the planning process. New companies don't know how to build their sales process, and established companies don't spend the time, thinking they have it all under control.
Here are 4 very important things to consider regardless of whether you work in a startup or an established company.
As a team:
Does your sales team always hit its goals? Is it hard to get your reps to have enough conversations with prospects? Are all departments in your company working towards a common goal of increasing revenue and profitability? Do all of your customers implement smoothly, and stay happy and committed customers for a long time?
If any of these questions resonate with challenges you see each day, review these steps and talk as a team. Contact us to talk about your sales process and see if we can help.
EP Huddle #46
Here are four key things to consider when building inside sales leadership and strategy.
As a team:
Talk with your key leaders and determine how best to lead your team. How will sales and marketing work together as opposed to working in silos? How can you attract and retain the best sales leaders who have demonstrated strong performance and also great hiring, coaching and planning behaviors?
EP Huddle #38
Professor, pioneer of consultative selling and author of "SPIN Selling" Neil Rackham says that entrepreneurs are terrible salespeople for their own products or services.
Why? He says that while entrepreneurs are enthusiastic and love what they do, selling isn't about who the seller is or even what the product does. It's about the customer and what their needs are.
We've talked with hundreds of entrepreneurs and small business leaders who are directly responsible for driving company revenue and we've found that many aren't equipped with the tools necessary to effectively drive revenue.
In some cases, an entrepreneur must sell for himself/herself. There aren't enough resources to hire a sales team or partner with a 3rd party vendor to help increase revenue. If this is the case, it's critical for the entrepreneur to have formal training and this person should consider working with a company to help understand the crucial steps needed to maximize sales. There are definitely ways to increase sales as an entrepreneur, even if you don't have the resources to hire someone else to handle the day-to-day activities.
As a team:
If you are an entrepreneur, talk with your existing team or advisers and ask how you can better position your value prop to resonate in your market. Ask for direct feedback from those around you to see how you can improve.
Need Improved Inside Sales?
Check out the "EP Huddle." It's more than 55 training articles and tips that will yield immediate impact!
ABOUT EP HUDDLE
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.