A new perspective.
As you read this, I’m up on the lower French River with my grand kids, loving life and the outdoors. Check out a photo of the French River…
Don’t you just love the Canadian outdoors!
A couple weeks ago our team spent 2 days re-thinking through our offering to C-Level executives and small business owners. We did this with a bright young Associate from Germany. It looks like we helped create a tremendous young leader who is supporting C-Level executives and managers to implement their business strategy.
To get things done to build the business, everyone needs help in gaining another perspective. Who is helping you? Who are you partnering with? You may consider this question as you enter the Fall.
On July 14th, we had over 100 Sales Managers and Owners on a webinar to hear How To Become a World-Class Sales Organization. We have been partnering with Rick McCutcheon of Full Contact Selling and Microsoft to provide research and consulting help to the marketplace.
Generally, in order to grow your business, you and I need more clients and we need to take care of the customers we have so they’ll keep buying from us.
Dave Mather, our Senior Consultant, is our point-man with Rick. This morning we’ll reveal some of their research and what it can mean to you in building your revenues through better sales.
7 Reasons that some Sales Managers and VPs serve 18-month stints:
1. They use sales training to fill a day at 2-3 day meetings
2. They don’t have a documented, institutionalized sales methodology
3. They allow every sales person to use their own approach to selling
4. They don’t provide the kind of technology support and tools for their sales people that help them win business
5. They hire what they believe are winners and leave them to fend for themselves
6. They hire on gut instinct without carefully matching candidates to the job
7. They depend on internal/external sales training resources that just don’t get the job done
So how is that for you? How do you match up?
5 Winning Strategies to Build a World-Class Sales Organization:
1. Dine and know your target market
2. Referrals are best. Cold Calling 2nd best.
3. Have a system of multiple touches.
4. Nurture the leads you have.
5. Adopt a CRM system.
In a study conducted of vice-presidents of sales across a broad sampling of industries, ES Research Group found that 41% of respondents said their company did not use any sales methodology at all.
14% of those who said they did, named a generic process (i.e. Consultative Selling).
18% said they had a formal process for on-going assessment of sales training requirements and only 8% measure the effectiveness of sales training.
Source: ES Research Group
Here are 6 Ways to Build a Sales Process:
1. Build or re-build a flexible, pragmatic, buyer-centric sales process
2. Train your team on that methodology
3. Get the right people on board
4. Provide people with the right tools – including relevant sales competencies
5. Have appropriate metrics in place and pay attention to them
6. Keep people connected at each stage
When Dave and Rick conduct another World-Class Sales Organization webinar, do you want to be informed so that you can add more details to a plan, to generate more revenue and build your team? If so, let us know, and we’ll add you to our contact list. Email Amy with your request.
In a couple weeks we are sending you more ways to build your revenues. (We’ll be skipping the August 3rd holiday & begin the Monday Morning Mentor again on August 10th.) More on developing your sales – the “Idiot Hill”.
Have a great week and summer!
Kevin D. Crone
CEO
Dale Carnegie Business Group
BusinessNext Inc.
Offering Dale Carnegie Throughout Canada
kevin@businessnext.ca
(905) 826-7300 / 1-800-361-2032 ext. 223
www.dalecarnegie.ca
www.businessnext.ca