how high growth companies engage the sales team to develop new business: a proven framework
TRANSCRIPT
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A Framework for
Generating New
Business
How 10 High Growth Companies Do It
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BackgroundWe help companies to improve the business
development capability of their sales team and new hires…
We asked ten high growth companies what were the key moves they made to equip their sales teams to focus more effectively on new business development.
We used their responses to create a 4 -Part Framework or blueprint that other companies can follow to build a business development capability across the team.
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Step 1: Engage the
Team around the Task
You need a language that describes business development. We call it the Common Language.
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Progressive companies
use a VISUAL Common Language
Done this way, the real business development job is clear. This also transforms Oversight & Reporting for the Manager.
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Successful Business
Development is sustained by
Regular Review
Smart managers use a checking in approach, rather than create a “checking up” culture. They leverage team learning and experiences.
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Step 2: Tool Up for
Business Developme
nt When we invested in relevant tools that actually helped the salesperson, we got 100% buy-in to aggressive growth goals.
Peter Brady, CEO, Equilume.
A well organized Target Prospect List is a critical tool for new business development. This is often one of the key items missing in a lot of business development toolkits.
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Step 2: Tool Up for
Business Developme
nt
Tools that make access to data and pipeline easy, get instant buy-in from salespeople.
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Step 2: Tool Up for Business
Development
High growth companies also invested more in external data sources, such as Sales Navigator (from LinkedIn).
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Step 3: Fine Tune Messaging
& Skills
While sales appointments have always been a key part of new business development, they are now even more critical.
High growth companies invest in improving appointment-setting skills across the team.
Some companies now have specialists doing this job.
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Step 3: Fine Tune Messaging
& Skills
Progressive companies develop effective sales messaging jointly with the team.
Everyone saying the same thing, but in their own words.
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Step 3: Fine Tune Messaging
& Skills
The quality of the Business Conversation was mentioned by managers over and over.
Specifically, the need to help and train salespeople to have a useful business conversation – as opposed to a aimless or social-style sales conversations.
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Step 4: Look at Roles
Sometimes (often!) its necessary to remove non-selling work from salespeople, to maximize time for business development.
Some companies cited this as the most important move they made to grow business.
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Step 4: Look at Roles
In some cases, it makes sense to create sales roles that specialize in separate parts of the business development process e.g. Lead Generation.
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How can you get your arms around these 4 steps?
Step 1: Engage the Team
Step 2: Tool for the Job
Step 3: Messaging & Skills
Step 4: Sales Roles
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The Board SystemTM
Used by 10,000 Sales Teams to Build Business Development Capability Across the Team
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Companies that are continually successful at new business development, use a Common Language for tracking prospects and opportunities. This is the foundation stone, for engaging the team.
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Engage the Team Tool for the Job
Messaging & Skills Look at Roles
The Common Language Supports the 4 New Business Development Drivers
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The Board SystemTM
We’ll help you get team engagementto gear up for business development.
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The Board SystemTM
Can now also be implemented in several CRMs
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Contact Michael McGowanwww.visuforce.comp: IRL & EMEA: +353 1 9081298 | U.K. +44 207 1830165 | U.S.A +1 914 265 1260 | Mobile: +353-87-9449521e: [email protected]