Category Archives: Verifiable Outcomes

December 8th, 2015

How Valid Is Your Sales Process?


In my previous posts — Sales Process? You Should Probably Call It a Pursuit Process  and Dynamic Sales Process Leads to Dynamite Results  — I talked about the value of a dynamic sales process that helps sales professionals pursue opportunities in an optimal way.

In this post, I take the discussion a step further by talking about validation of the sales process. After all, if your sale process isn’t valid, if it doesn’t reflect the way your sales team should be pursuing opportunities, or if it doesn’t engender confidence about opportunities in the pipeline, then it really doesn’t matter if the salesforce uses it or not.

There are several ways to validate a sales process, and the one I can speak to most effectively is the methodology we use here at Richardson when creating a customized and dynamic process for clients. Over four to six weeks, we collaboratively work through a multiphase methodology:

Phase 1: Data Collection – We begin by meeting with the company’s top performers, sales leaders, and other stakeholders who can provide insights into the sales or account management cycle. Phase 2: Development of the Branded Sales Process – We develop a customized sales process that aligns with the company’s sales cycle and buying patterns, and we map it out in a matrix that identifies specific accountabilities. Phase 3: Validation and KPI Phase – We validate the sales process itself with line stakeholders in a workshop » Continue Reading.

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April 16th, 2014

Richardson Partners with SAVO to Maximize Sales Training Investments

Maximize Sales Training Investments

Richardson Partners with SAVO to Maximize Sales Training Investments

Richardson is very excited to formally announce a partnership with SAVO, the market leader in sales enablement. Together, the two companies have developed SAVO Sales Process Pro Richardson Edition™, an application that allows sales and marketing leaders to reinforce training and execute best practices through coaching at each stage of the sales cycle. Integrating seamlessly with CRM solutions, the application helps to improve productivity and sales forecasts and ensure overall deal quality.

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January 31st, 2014

Quarter-end Contracts Slip-sliding Away? Check Your Sales Process!


Quarter-end Contracts Slip-sliding Away? Check Your Sales Process!

Negotiations went well. You made your case to your buyer, and you have their assurance that the deal will close by the end of the quarter. You update your forecasts and just sit back and enjoy. Nothing can go wrong. Or can it?

There is a term you should know … slippage.

Fast forward now to the second-to-last week of the quarter. Your buyer still hasn’t returned the signed contract, and you’re feeling the heat to get it signed. You call to get a status update, and you learn from the buyer that IT still needs to complete its security audit. You’re in the queue. A week goes by, and there is still no signed contract. Now, your buyer tells you that a purchase of this size will need to go through procurement, and the CFO will likely need to sign off personally. The problem is that the CFO is on vacation and doesn’t share your sense of urgency to sign the deal by the end of the quarter. Now, your deal and your forecast are in serious trouble. At this point, there is little you can do. You can pray that the slippage is just temporary, that the whole deal has not gone south, and that your forecasts are not just off but gone. Otherwise, it is just damage control.

The best way to avoid the need for damage control » Continue Reading.

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September 13th, 2013

Focus Less on Learning Innovation and More on Business Outcomes


Focus Less on Learning Innovation and More on Business Outcomes

I’m not a Luddite. Really. I’m a change agent. I support technological progress and the use of technology as an enabler for work performance.

Learning Innovation Abounds

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February 8th, 2013

Change Leadership: Owning the Vision

In two earlier posts, I introduced change leadership  and explored how to create a vision. The next step is to own and create shared ownership of the vision.

Here is a summary of four basic rules to follow in leading a successful change:

You can’t delegate or relinquish total ownership of the change. Don’t announce the change and then disappear to let your lieutenants run the show. If your employees sense a lack of interest or passion on your part, they’ll follow accordingly. Stay in touch, communicate frequent progress updates, praise wins, and establish a feedback loop to know that the change initiative is working and not suffering from “whisper down the lane.” You can’t do it alone. You need to enlist others in championing the change and the benefits to be gained from it. Trickle ownership down throughout each layer of leadership. Hold leaders and sales managers accountable and responsible for carrying out the change.

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