builtincork oct - frasier
TRANSCRIPT
Is this what you want for your business?
Sales is a profession
Don’t be afraid to treat sales professionally
1. Know your numbers
Set targets SMART
Breakdown source and allocate ownership channels, teams or individuals
Breakdown timeframe annual, quarterly, monthly, weekly and daily
Input = Output establish your KPIs, understand what drives them
2. Establish a sales process
Show what good looks like, set a bar, give your team a compass
Create a robust, appropriate, sustainable sales process
Don’t over complicate, scaling requires simplicity open leads
fully qualify opportunities
understand requirements
gain commitment/close lose
advance the sale
handle objections
close win/lose
onboard
show your customers you love them, retain & upsell
2. Establish a sales process
Your sales pipeline is your gold!
Invest time to understand your sales pipeline in depth where do your leads come from? Seed, net, spear
what can you do to get more, higher quality, better qualified leads?
marketing and sales are symbiotic, X activity = Y results
but there’s no substitute for shoe leather
qualify your leads FULLY at every stage, its OK to lose fast
growth hack, experiment, use technology & your size to your advantage
advance sales relentlessly (ABC)
but, nobody likes being closed…. earn the right to close!
winning the sale is not the end of the sales process
be an industry expert, thought leader, a business partner
3. Measure and manage
what gets measured gets managed
create clear KPIs based on activity that drives your business
regular review and clear accountability are imperative
use a CRM tool to help
hire appropriately
build appropriate reward plans
train, coach, mentor, review
highlight and celebrate success
don’t be afraid of difficult conversations
zero ambiguity - this is critical to your business and your customers
Thank you!
Fraser HeaslipSay hi!