First ask yourself what your clients’ top 5 challenges are. If you can answer this quickly and confidently, you are servicing your clients well. If you struggle and wrestle with answering this question, then you may not be fully servicing your clients. Remember, the #1 way to drive revenue is through maintaining and growing your existing clients.
Do prospects want to buy the service or product that you are offering? There have been plenty of businesses that have pushed out an idea that they thought people would want, but it turned out that others did not care much for it. Be willing to accept if a product is simply not marketable and also accept if you need to be paying even more attention to a particular service.
So much goes into selling correctly. Are you pricing your offering too high or too low? Are you selling your offering through the correct channel? Are you marketing your offering correctly? There is no silver-bullet answer to these questions but through proper planning, competitive analysis, a disciplined sales approach and market testing you can be much closer to being successful. Don’t worry, no one gets it right the first time.
The toughest business function to figure out is sales. Why? Because there are so many variables. Is your sales team good? Are they competitive? Do they know how to sell our offering? Tough questions, but there is a clear path to answering these. You need to have a well trained sales team that is aligned with your vision and strategy that is led though a disciplined sales process.
The Right Infrastructure Will Make Your Good Sales Professionals Great, and Your Great Ones Elite
For a sales professional to be successful, they require a tremendous amount of support from around your company. Marketing personnel need to point sales in the right direction, sales leaders need to manage the revenue funnel, finance needs to provide proper governance and delivery needs to create a great client experience. This isn’t easy. But the real challenge is this – are all these people aligned in their support of the lone sales professional on the line trying to make it happen?
The second key component of your revenue infrastructure is having the right processes in place with people clearly knowing their role. Most organizations have defined processes, however, rarely are they leveraged properly, aligned across business functions or clearly defined as to who is doing what. Implementing the right processes with the right people in the right roles is challenging.
The third and last component is supporting your people and processes with competitive tools, templates, technology, systems and training to effectively win in the marketplace. The world is becoming more competitive every day and your sales professionals need to be armed with the weapons that will make their jobs efficient and their time well spent on high-return activities that drive growth for your business.
Job Turnover at an Organization with a High Focus on Company Culture is 13%, but 48% in Companies with a Low Focus