Can you continue to think and act the same way and get the results you need?

Many leaders we speak to consistently share their concerns about being able to achieve their growth plan both in the short and medium term. Expectations of growth are constant and yet the resources available to achieve growth remain the same or are even less!

Revenue leaders we help, find it immeasurably valuable to see their sales organisation as a system of interconnected moving parts. Think of it as your sales engine. If you want better performance then optimizing the moving parts is essential to improve win rates, revenue growth and client relationships.

There are four core client management activities. Performance improvement is achieved by understanding what you currently do in each of these component parts, and then optimizing for performance.

Put simply – this is how you get more from less.

You optimize your sales system through training and coaching sales methodology and tools. When you do this, you can expect the following direct and indirect benefits:

Direct impacts:

• Win rates increase

• Average case size increases

• Revenue increases

• Forecasting is more accurate

• Probability of achieving or exceeding growth plan increases

Indirect impacts:

• Customer relationships develop toward or are maintained as trusted partner

• More opportunities are identified

• You enter the buying process earlier

• Contributors know how to respond to clients more effectively

• Staff attrition decreases

Here are a few tips to begin optimizing your sales system:

• Use the sales system to identify where you feel you are experiencing:

1. Performance issues or a lag in growth

2. Sales process challenges

3. Areas where you have a need for improvement

• Ask the following 10 questions:

1. How confident are we of achieving our objectives if we continue to think and act the same way?

2. Where are deals getting stuck?

3. Are we accessing the right decision-makers?

4. How effective are client conversations at surfacing client needs?

5. Are we leaving money on the table?

6. How are we perceived by our key customers?

7. Are we differentiated through the client’s lens?

8. Are we adding value for the client?

9. Do people feel accountable for what they have to achieve?

10. Do they feel enabled to achieve the key objectives of the business?

• Get expert advice on how to adopt a sales methodology and make it stick

• Provide regular training and coaching to your sales team.

• Track and monitor your performance improvements

If you're ready to start optimizing your sales system, let’s get in touch. We can help identify your areas for growth quickly by prioritising what moves the needle fastest to help you achieve your objectives.