Business to Business Sales Success

Want to build a world class sales team? A successful sales organization that keeps growing and getting better and producing more and getting more profitable? Your sales manager may already know what needs to happen. But knowing what to do and actually doing it are two different things. That’s the execution gap – the small space (sometimes a huge chasm) between knowledge and action.

We believe business-to-business sales (b2b sales) success starts with the people, systems and strategies that drive sales results.

People

• How many A-players do you have on your sales team?
• Do your recruiting and hiring practices attract the best sales talent available in your market?
• How committed is your leadership team to paying what it takes to retain top sales talent?
• Are you always recruiting, or just when you need to fill a position?
• How much turnover do you have on your sales team? Do you have enough?
• It’s a lot easier to grow your business and increase revenue when you have a sales team consisting of only “A-players” who not only can sell, but actually will sell.

Systems

• Have your sales managers created a culture of accountability? Do they consistently coach and motivate every person on their team?
• Do high quality leads fall through the cracks?
• How does your pipeline look? Traditional sales forecasts are only 50% accurate (like flipping a coin).
• What’s your return on investment (ROI) for your customer relationship management (CRM) and sales force automation (SFA) tools?
• Is your compensation plan driving the right behaviors and effectively motivating your sales team?
• It’s a lot easier to grow your business and increase revenue when you have the right systems in place. Great systems will beat great intentions every time.

Strategy

• What’s your value proposition? Will everyone in your sales organization say the same thing?
• How effective is your territory planning? Does your market segmentation strategy focus your sales team on high-return opportunities?
• Have you identified your most profitable customers? Do you apply this information to your prospecting strategies?
• Do you understand and have you documented the buying decision process for customers and prospects in your target market?
• How efficient are your marketing programs and lead generation strategies? Do your sales people consistently receive high quality referrals?
• It’s a lot easier to grow your business and increase revenue when everyone in your sales organization understands where you’re going and how to get there.