Smart Selling: The Path to Hyper Sales Growth
The reality of sales is people do not want to be sold. I’ve never met anyone who enjoys having someone try to sell them something. So my first directive to salespeople when it comes to selling strategies is to quit selling. It doesn’t work.
Selling a product, idea, or service in today’s economy takes more effort than it did even five years ago. Technology has allowed for businesses to connect all over the world, meaning most consumers, customers, or clients have many options available. This means a sales person must work to build trusting relationships to win new customers and grow the ones you already have. Jack will explain the importance of leveraging your business’ unique competitive advantages to create systems and processes to be used by your entire sales team to ensure the growth of your company.
It has become clear in today’s business climate that knowing “what” to do is not enough; what is really needed is the “how.” The key to growing one’s business pivots on an effective sales team led by a clear vision. This comes down to execution of the proper systems and processes – used by the sales team, to both win new customers and grow the ones you already have. This session is heavy on identifying the things that need to be done; “the what…” and then getting motivated to actively engage in “the how” of putting the processes in place.
Key Learnings:
- Earning trust by caring first
- Leveraging centers of influence
- Perception of Value is key to Differentiation
- Goal achievement thru specific activities
- Measurement and Accountability Systems
- Turning prospects into clients via pipeline management
- Creating a “value to the prospect” Touch System
- Reducing, if not eliminating objections
- Quickly identifying and adjusting to Personalities
- Helping others buy instead of selling them something
Sales Management: The Keys to Growing Revenue
A sales manager’s job is not to grow sales. It’s to grow salespeople in quantity and quality. If you do that, they in turn will grow your sales. There are three components of a strong training program for salespeople. The first is “hands-on coaching.” The second is “role practice.” The third we’ll call “The Success Guide.”
For most businesses, if you want to grow your sales, grow your salespeople. No matter how good a top sales performer may be, they are ultimately limited by the hours in the day. There are only so many calls that can be made, so many sales which can be booked. The key then is Recruiting. As well, the best sales performers, regardless of industry, have common threads amongst them, which Jack calls “best practices”. The sensible approach then is to model the masters and incorporate their winning systems & processes into a Sales Playbook. Then, coach and practice to the Playbook. The times of the successful sales maverick are dead, if they were ever alive. There aren’t thousands of best ways to sell. Practice to the best for exceptional performance.
Key Learnings:
- Operating with a proven Sales Playbook
- Avoiding the 3 sins of sales management
- Building a winning culture
- Recruiting top sales performers
- “Joe has to go”
- Modeling the Masters
- Hands on Coaching
- Preparation with the Success Guide
- Measurement and Accountability
- The “How To’s” of practice
- Celebrating success
Corporate Culture: Is Yours by Design Or Default?
Whether it’s the Super Bowl or World Series, when the winning team celebrates in the locker room, the players often say the same thing: “What made the difference for us is we’re a family. We care about each other. It doesn’t feel like anything is out of the ordinary to go out of our way. We don’t have an attitude like ‘I’m a guard and I don’t play a forward position.’ We help out wherever we can for the benefit of the whole.” That is the kind of attitude companies need to develop. You want people who don’t stay in their silos but instead look for the greater good of the organization and the customer. That’s when the magic happens.
There are four key components to building a winning culture:
1) Recognition systems
2) Communications systems
3) Empowerment processes
4) Personal and professional development processes.
If company leaders make culture a high priority, the people in our companies will willingly come in early, stay late, work weekends. They will see their work as far more than a job.
Key Learnings:
- The power of a shared vision
- Who is the Cheerleader?
- Proven top & bottom line benefits
- Avoiding the 5 o’clock stampede
- How about a welcome party?
- Prescription for culture success
- A fun way to grow
- Is there such a thing as ‘overly recognized’?
- A “we” company beats a “they” company
If you get the culture right, everything becomes easier. If you don’t get the culture right, all is hard.
