Archive for the ‘High Performance Sales Team’ Category
Use Value to drive Marketing Investment
Use Value to drive Marketing investment
Value = Total Benefits-Total Investment.
The description of Value delivered by the marketing department will be much more powerful if linked to Value delivered to CEO and company objectives.
For instance the CEO may have a company objective
” increasing the Average Revenue Per User (ARPU) from £22 per month to £26 per month”
So a Value chain may be created that shows the Value that each department adds to the creation of this overall Value.
1. The Technical & Buying Departments must deliver a new data product for a specific investment
2. The Sales Department must generate a specific number of new sales by converting a certain percentage of qualified leads.
3. The Marketing Department must generate a specific number of qualified leads.
If you are selling equipment for a data product or a means of generating qualified leads then a conversation with the CEO based on the Value delivered in achieving his objectives will be better received and understood.
Equally, the marketing department will secure its budget easier if qualified in terms of delivering Value towards the company objectives.
Creating a High Performance Sales Team: – Hiring
The foundation for creating a high Performance Sales team is hiring the right Sales People
A key to success is to create a professional hiring process. This means that the role well defined and the process very professional. It will recognise, target and attract sales people with the potential to be high performers. Good people always have options so they must be sold to. Potential high performers are attracted by the the right company culture and its reward system.
The reward system includes monetary items but also many soft items such as job satisfaction growth prospects and status.
Creating a High Performance Sales Team: – Sales Model
Use Sales Model with Leadership to create high performance culture
A High Performance Sales team is created by combining good hiring of sales people with Leadership with a scalable sales model.
The sales model will improve efficiency and effectiveness by implementing:-
- A Sales Process (Increases efficiency and effectiveness)
- A Sales Management System (Increases effectiveness with some efficiency)
- A Sales Automation System (Increases efficiency with some effectiveness)
- Integrate Marketing (Increases efficiency and effectiveness)
High performing sales people (stars) have a unique combination of skills and knowledge. They excel at building customer relationships, developing successful strategies, managing internal resources and beating their targets every year. A sales model will take the best of these skills and experience and turn an average sales person into stars.
Read more at Sales Model.
Creating a High Performance Sales Team: – Leadership
Leadership, when added to a scalable sales model and the hiring of high potential sales people will create a high performance sales team.
The following are the key elements of leadership that through experience we have found it valuable to focus on.
- Inspire Trust
- Create Motivation
- Remove Hurdles and Barriers to Performance
- Foster Individual Growth.
Read more at Leadership.
