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.”
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.
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.
Determine what makes your solution viable, who will buy it, and how you will connect with your buyers.
Teams and Goals
Unique Value Proposition
2 - SYSTEMS
Use systems to identify and communicate with your buyers and drive sales and marketing processes.
3 - RESOURCES
Identify, hire and train (or re-train) high-performing resources using best practices such as Assessments and Sales Playbooks.
4 - EXECUTE
Align Sales and Marketing Actions and roll-out Directive Actions and Customer Mirroring.
Align Lead Gen and Opportunity Sources
Directive Actions Roll-out
5 - MEASURE
Measure daily, monthly and quarterly results and reinforce organization-wide best practices while adjusting poor practices.
Pipeline and Forecast
Directive Actions Performance
6 - ADJUST
Refine the strategy each quarter by involving the entire company in identifying and adopting better practices.
Refreshed KPI Roll-out
7 - PERFORM
Scale once you consistently meet your goals by ensuring institutionalization of practices company-wide.
Solutions, People, Processes, Systems Assessment
Goal Attainment and Adjustments
Strategy Adjustments to Scale