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I’ve come to realize that strong sales results are the product of hundreds of small decisions made inside organizations, and it remains one of the great joys of my life to work with business owners, salespeople, sales teams, and organizations to help them investigate those decisions.
I’ve found that most sales teams have reasonable KPIs, but don’t always understand how the KPIs and incentives affect the culture of an organization or team, and therefore, the quality of the sales discussions with clients. When I work with organizations or entrepreneurs, they learn what I’ve learned: sales begin with an understanding of customers, based on long-term goals, mutually profitable relationships, and win-win alignment.
In order for a team to have profitable sales teams and a profitable sales team culture, I’ve found organizations need to manage: sales/service organizational communication, performance incentives that support skill development, and provide honest feedback for client engagement (not pushy or manipulative), monthly developmental coaching sessions based on skills not numbers, thoughtful growth-oriented leadership, empathy, and client-focused objectives.
When that is in place, the company, sales team, and client are all aligned. There is no unnecessary misalignment in the sales process which creates better and quicker ROI, a clear culture with expectations and accountability, retention of engaged employees, and increased shareholder value all with ease.
During my 20+ years in business, I’ve had the honor of working with very large organizations, including what became the #1 ranked bank in NJ by Money Magazine, to very small companies including solopreneurs, and I have found that a clear sales process, with a defined client journey, is the same in the principle regardless of size.
If it would be useful to you to have a conversation about creating a defined sales process to build a culture that supports business and revenue growth, at a corporate, entrepreneur, or small business level, I’d be happy to spend 30 minutes with you to share any value I can.
This is a deep passion in my life and one of the ways I continue to feed that passion is by hosting a podcast called Changing the Sales Game. I’m always looking for thoughtful, aligned, service-focused business owners and executives to interview and share with my community, the value of their thinking.
Resources:
Communication Style Assessment: https://whitmanassoc.com/csa/
Changing the Sales Game Podcast: https://apple.co/3zYBd64
Enlightenment of Change Podcast: https://apple.co/3ntVHyv