I’ll be sharing principles used to create the Hardball sales process for Flint Group, formerly xSYS Print Solutions. They were the largest international supplier of narrow-web tag and label-printing inks struggling to reverse a three-year trend of declining revenues. We help the VP of Sales develop a system of sales management processes that change a culture of excuse making into one of personal accountability to generates predictable, sustainable results.  Listen to Hank tell the story of how we accomplish the following: 

• Market share grows despite an industry recession
• Predictable revenue with more accurate business planning, more efficient operation and higher margins
• Faster, organized sales process generates revenue more quickly
• New hires reach higher performance levels 30% faster

I recently conducted a webinar with EcSELL Institute on the same subject.  Bill Eckstrom, Founder of EcSELL Institute says that it was one of the most practical webinars they had–strong take-aways that sales leaders can implement immediately.  

Hope to see you there!

In my most recent tips booklet, Yes You Can: 67 Tips to Raise Sales Results in a Recession, I’ve included a couple of ideas to get leaders started: 

Tip 29: Identify Dreams.  Salespeople work primarily for themselves.  I know it’s disheartening for us to realize, but the company’s profits are not the prime motivator in their lives.  Their own dreams, goals, and aspirations are what inspire them to do the extra effort needed to exceed quotas.  So, what can you do?  Help them develop a game plan to achieve their goals and aspirations.  Link their personal goals to their professional goals.  Create alignment.  

Tip 41: Help your people overcome the high Need for Approval. In fact, help them identify their selling mindsets that support their sales effort.  Then, take the next step and help them identify those mindsets that are sabotaging their selling effectiveness.  Then, with both of you grounded with objective data, you can create an action plan to start Making It Happen!  In my 18 years of sales management leadership, I’ve found the data provided by Objective Management Group to be the most helpful in really knowing my people and knowing how I can help them. 

Tip 37: Understand your salespeople’s Workplace Motivators. Workplace Motivators help explain why your salespeople behave as they do. When you understand their Motivators, you can more easily come alongside them and help them execute at a higher, more intentional level.

I invite you download the entire complimentary tips booklet.  And, I’d love to hear your feedback on what other Know-Your-People tips that you’d recommend adding to future additions.  

So, what steps are you taking to really know your people? 

•We’re dependent on a few large clients; it’s too risky. We must diversify.”

•“90% of our sales come from current clients and their business is sliding. I need new clients.”

•“I have order takers; we need people who can generation new business.”

•“Our salespeople can’t hold margin. Help!”

•“Our website is generating leads; but no ones closing them.”

•“Our sales cycle is so long; however, I don’t think there’s anything we can do to shorten it. Or, is there?”

Are you experiencing any of these? If yes, it’s a good time to find help. One place to look is Yes You Can: 67 Tips to Raise Sales Results in a Recession.

I’m looking forward to hearing which tips are most helpful for you in your Sales Turnaround initiative.

Danita

I’ve been working on a book for a while; however, that won’t be out until this fall. And, I know that the ideas regarding recruiting, coaching, motivating and accountability discussed in the book are needed NOW to impact 2009 revenues. So, I have a copy reserved for you. I look forward to your feedback on what’s working for you.

There are some things that will never be the same again, unless you take the trouble to make it the real old-fashioned way. I’m talking popcorn here!

Kim Duke aka The Sales Diva, tells in an article, The No-Fail Popcorn Sales Theory You Need NOW! how she loves popcorn made in a pot on the stove. She draws a wonderful sales and management analogy that you can read about in her article in the most recent eBook, “Keep Your Sales Up in a Down Economy.”

While I was reading the article, recalling the wonderful aroma of popping corn, I decided that I agree with her analogy. It’s a process you need to follow. Leave out one of the steps, or become impatient, and your popcorn is a flop.

For example, when you take the lid off the pot to see why it hasn’t start popping yet, you interfere with the temperature, you interfere with the process. Rather, follow the process.

Point: If you don’t have a process for making sales popcorn, you had better get one. Once you have a process that works for you—a sales and management plan that works in any economy—your corn will start popping.

What’s are the steps in your sales process that are working?

Jill suggests that we focus on what’s in our control and not be overwhelmed by the front page news, the 24 hr. streaming news station, or the doom-and-gloom reports from our peers.

Today, in talking with Brian, a VP of Sales of a growing technology company, who suggested to his CEO that he stop attending his monthly peer round table. Brian noticed that whenever he returned from these events, he carried dark “eeyore” clouds with him. These clouds permeated the building, depressing the staff.

As a leader, your nonverbal behavior speaks loudly. It quickly permeates every corner of your company.

So, what CAN you control in your company?

I look forward to hearing from you.

Sales organizations that survive turbulent times will inevitably be the ones who have their sales management processes in place. People draw confidence from the structure created by solid and defined processes. Create your sales management processes around four key elements: accountability, motivation, recruiting, and coaching.

Accountability: Review your performance management system to ensure that goals and objectives are owned by each person on your sales team. Are your salespeople aligned with the company objectives and vision? Are there clear behavior and results metrics each sales person can quickly review to know if they are on track or not? What are the feedback loops? During these times, communication must be clear and constant.

Motivation: Motivation is actually a sales management process. This is a good time to re visit your compensation plans and to see if they are clearly aligned with your growth objectives. Discuss short-term and long-term career opportunities with each team member. Don’t forget to celebrate the individual successes of your people; by doing so you not only motivate your team, you also inspire them.

Recruiting: Use this time to upgrade your salespeople. Strengthen your force by employing the people you have questioned. Get rid of the dead wood. Be ready for the upturn and be first out of the blocks.

Coaching: If coaching is not a defined process in your business, you are losing significant revenues. Effective coaching can lift someone from mediocrity to superiority, enhancing strengths and overcoming weaknesses. Implement core coaching practices such as such as pre‐ching practices such as such as pre‐call planning, call debriefing, field coaching and deal coaching. In so doing, you’ll help ensure your team is maximizing every opportunity.

How strong are your sales management process? Are they strong enough to ensure that you’re recession proof?

Danita