Monthly Archives: January 2014
Achieve Stronger Sales Results Through Better Preparation
“By failing to prepare, you are preparing to fail.” – Benjamin Franklin, Scientist, Inventor, Statesman
It’s early January and many New Year’s resolutions have already fallen by the wayside. If there’s room for one more on your list, I encourage you to add this one: Preparation.
Anyone who has painted a room knows the importance of properly preparing before painting. Proper preparation generally takes more time than painting itself and can be tedious, which is why many choose to skip or cut short this step in favor of “just getting on with it.” A true professional might get away with less prep than the average person, but a sloppy job is a constant reminder that cutting corners rarely pays. Doing the job right from the start requires a good plan, patience, and discipline. The resulting satisfaction from a job well done likely includes the realization of how important those preparation steps were to the process.
In sales, the need to prepare is no different. Even the greenest sales rookie knows to take time to prepare before a sales meeting or call. But what’s the proper way to prepare? What boxes should you check before proceeding?
We take preparation very seriously and categorize it into three groups: strategic, client, and technical. Here are a few ways you should prepare when going after new targets:
Look at the big picture. Where are you in » Continue Reading.
Maintaining the Sales Machine
In their November 2013 Harvard Business Review article Dismantling the Sales Machine Brent Adamson, Matthew Dixon, and Nicholas Toman of the Corporate Executive Board (CEB) assert that “Leaders must abandon their fixation on (sales) process compliance.” In place of “disciplined sales process” they favor a flexible approach to sales in which salespeople rely on their own insight and judgment. That they find sales process discipline and a sales force capable of insight and judgment incompatible seems untenable.
There are critical gaps in your business that prevent sales effectiveness. If these go unresolved, you’ll continue to struggle to hit your numbers. In part two of Five Gaps That Impact Sales Effectiveness and How to Fix Them, we will finish reviewing the list of gaps and recommended fixes.
In 2014, how will you better enable and support your sales force? It makes sense to consider your Sales Performance Value Chain!