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.
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.
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.
Team Evaluation
Quota Management
Sales Enablement
Collateral
KPIs
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
Customer-Mirror 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
Customer-Mirror Performance
Cross-department Collaboration
6 - ADJUST
Refine the strategy each quarter by involving the entire company in identifying and adopting better practices.
KPI Review
Strategy Adjustments
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
Institutionalization Check-in
