Sales

As a sales leader, you have to supervise, coach, mentor and train your people.

If we are able to have everyone doing the right thing every time, rather than their own thing, we can bring everyone up to the same level. We can create a systematic, repeatable and predictable process and methodology that offers huge value to our business.

So what are the supervisory things we can do as managers so that we can create an environment where people are doing the best thing, rather than doing their own thing? What can we observe that proves it?

In this article, I want to share some of the systems that can help build a strong hiring and onboarding process to help eliminate bad hires.

In the current market, hiring is becoming more and more challenging. Businesses are seeing salaries rising at a higher rate than they ever have, with good quality new candidates asking for higher and higher salaries. So what is the real cost of a bad hire?

Playbooks are an organisational guide for ‘what good looks’. Playbooks drive ‘best in class’ and teams with playbooks in place have 10% shorter sales cycles, a 12% higher number of reps achieving quota and 7% greater revenue growth.

Accurate forecasting helps high performing businesses get predictability into their process. It improves team performance and helps create pride in the company.

This article explores a few questions to ask yourself about your own forecasting and to get you thinking about some areas that might need improving.

You are on a call with a salesperson and the prospect says - ‘How are you guys any different from the competition?’

What would you like your salesperson to respond with? How can you help them with the mindset and technique to deal with that type of question?

In the sixth and final part of our Framework, we look at People Development.

The people in an organisation drive success. The structure for developing them and helping them become successful separates high performing organisations from low performing organisations. 

In the fifth part of our Framework, we look at Staffing.

The people in an organisation drive success. How you find, onboard, manage and reward these people are critical when building a world class sales culture.

In the fourth part of our Framework, we look at Data and Behaviours.

The data that an organisation has on its people and the structured plan for their behaviours contribute to success and consistency.

Our World Class Sales Cultures Framework helps leaders assess their sales culture and outlines the areas of focus to help make their organisation world class.

In the third part of our Framework, we look at Sales Leadership.

The first part of our World Class Sales Cultures Framework looks at the strategy and scope of your sales operations. It aims to understand how you are set up to sell, as an organisation, and whether there are fundamental things that you can do to improve things. In this post, we look at coverage and targeting, value proposition and winning characteristics.

There are lots of reasons that some SaaS businesses don't scale (more of those in future articles) and another common mistake in the sales process is not setting an expectation with the prospect about will happen on the demo and what decision or decisions that the prospect should expect to make.

There are lots of reasons that some SaaS businesses don't scale (more of those in future articles) and another common mistake in the sales process is not setting an expectation with the prospect about will happen on the demo and what decision or decisions that the prospect should expect to make.

There are lots of reasons that some SaaS businesses don't scale (more of those in future articles) but I've yet to have a conversation with any of those that are struggling that haven't had the following characteristic:

Their sales process revolves around a demo and they rush to that demo without an effective questioning strategy.

Buyers can spot a lack of authenticity a mile away.  Update your prospecting behavior and stop the risk of looking and sounding like a vulture.