7 SALES STEPS.

To win at the Sales game, we can take a lesson from

Sun Tzu's book on Strategy:  "The Art of War."

 

A popular quote from the book is:

“Victorious warriors win first and then go to war,
while defeated warriors go to war first and then seek to win.”

Sun Tzu

Instead of thinking of “sales” as a War, lets think of it as a game. The sales challenge has many elements that can be likened to a challenging game: Risk, Opportunity, Fun, Winning, Losing.

There are no casualties in the sales game, unlike a War. And you can have fun in the sales game which is implausible in a war.

But strategies used to win a far more serious event like a War can be applied well to the sales game. 

"Never enter a battle without being assured of a victory."

The 7SalesSteps Program delivers winning Strategies, and  improves your team and systems to execute these Strategies. 

7SALESSTEPS PROGRAM

The program can be broken up into two phases:

Phase 1 - STRATEGY (Steps 1 -3)

Establish your Strategy, set up your Systems and organize your resources to Execute.

Phase 2 - EXECUTION ( Steps 4 - 7)

Execute by following the Directive Actions and Strategy. Measure quarterly and adjust Strategy components until the team consistently meets or exceeds 100% of the assigned quota. 

Only then are you in a position to scale.

1 -STRATEGY

Determine what makes your solution viable, who will buy it, and how you will connect with your buyers.

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Teams and Goals

Unique Value Proposition

Opportunity Sources

Contact Intelligence

Lead Generation

Sales Processes

2 - SYSTEMS

Use systems to identify and communicate with your buyers and drive sales and marketing processes. 

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CRM

Marketing Automation

Directive Actions

Customer Mirroring

3 - RESOURCES

Identify, hire and train (or re-train) high-performing resources using best practices such as Assessments and Sales Playbooks. 

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Team Evaluation

Quota Management

Sales Enablement

Collateral

KPIs

4 - EXECUTE

Align Sales and Marketing Actions and roll-out Directive Actions and Customer Mirroring.

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Align Lead Gen and Opportunity Sources
Directive Actions Roll-out

Customer-Mirror Roll-out

5 - MEASURE

Measure daily, monthly and quarterly results and reinforce organization-wide best practices while adjusting poor practices.

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Pipeline and Forecast

Directive Actions Performance

Customer-Mirror Performance

Cross-department Collaboration

6 - ADJUST

Refine the strategy each quarter by involving the entire company in identifying and  adopting better practices.

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KPI Review

Strategy Adjustments

Refreshed KPI Roll-out

7 - PERFORM

Scale once you consistently meet your goals by ensuring institutionalization of practices company-wide.

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Solutions, People, Processes, Systems Assessment

Goal Attainment and Adjustments

Strategy Adjustments to Scale

Institutionalization Check-in

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