Sales Tales
Jerry is a sales Leader. It's almost time for the quarterly sales meeting and Jerry is losing it. Once again, his team missed their revenue target. Closed deals have been inconsistent and his reps are falling behind plan fast!
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His boss thinks Jerry has everything he needs to be successful; bunches of reps, an expensive CRM, and a pipeline of prospects. But neither of them knows why they missed their revenue target, and now Jerry's boss doesn't want anymore excuses - he wants results - or else!
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Feeling the pressure, Jerry needs to find a solution quick. So He gathers his sales team and turns up the heat. He demands more accountability, more sales activity, more closing, and more reporting!
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But putting pressure on his sales team didn't help at all. Jerry is still off track. Even with a CRM, lots of reps, and a funnel full of deals; the results are the same. Jerry was left scrambling for deals as the team fell short of their revenue target once more.
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Jerry slowly takes the long walk to the management meeting to present the quarterly sales numbers...
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Jerry should have called CompassPoint Partners to learn how we help sales leaders gain control over the sales processes and grow revenue using resources they already have. Don't be like Jerry...
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The sales landscape has changed and if you're a sales leader who relates to Jerry - you are not alone. The responsibilities and concerns of today's sales leaders are overwhelming. Seemingly required to do more with less, sales leaders are the linchpin behind their organizations ability to find, qualify, and win new business day after day.
Accountable to everyone from the boardroom to the customer, sales leaders must successfully manage everything from accurately forecasting revenue to monitoring the pulse of their customers' market. With all they are tasked with, it's easy to see how many sales leaders lose sight of their number-one responsibility - driving revenue growth.
In our experience, the most successful sales leaders - ones who achieve consistent revenue growth year after year - have mastered the three core selling components of their business, and put into place a comprehensive selling framework that enables them to consistently achieve their revenue targets.
Accountable to everyone from the boardroom to the customer, sales leaders must successfully manage everything from accurately forecasting revenue to monitoring the pulse of their customers' market. With all they are tasked with, it's easy to see how many sales leaders lose sight of their number-one responsibility - driving revenue growth.
In our experience, the most successful sales leaders - ones who achieve consistent revenue growth year after year - have mastered the three core selling components of their business, and put into place a comprehensive selling framework that enables them to consistently achieve their revenue targets.
Successful Sales Leaders Master These Three Cores
Effective Sales Tools
Even with a robust CRM, sales leaders cannot effectively discern what is real and what is not real in their pipeline. Without deep insight into the drivers behind every deal, forecasting revenue becomes a best-guess. Tools can provide visibility of your deals, but that is not the same as having insight to what is driving each deal.
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Exceptional Sales Talent
Attracting and developing first-rate sales talent is vital to every sales leaders success. Finding qualified candidates whose skill-sets align with the business, sales roles, and market requires discipline and patience. Having the right people in the right sales roles is a razor's edge advantage in the marketplace.
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High-Quality Customers
Sales people need to reach key buying influences quickly. One of the greatest challenges for sales leaders is helping their team to identify those buying influences. Having a disciplined approach to mapping prospects and accounts up-front, turns potential losses into deals won.
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These challenges are more prevalent than you might think, and they are impeding revenue growth. Visibility without insight only yields guesses. The wrong person in a selling role, lowers conversion, and selling to the wrong prospect leads to a pipeline void of opportunity.
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So, how can sales leaders master the three cores to consistently drive revenue growth?
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CompassPoint Partners strives to align the customer buying process to a framework of selling disciplines that produce consistent revenue growth. We engage sales organizations to collaborate on and co-create business processes that mitigate challenges by applying proven investigative practices that yield valuable insight into the pipeline and ensure the right people are in the right sales roles to target quality prospects.
Consistent revenue growth is the holy grail of every sales leader, and sales growth doesn't just happen simply because an organization has management tools, sales people, and paying customers. Consistent revenue growth only occurs when a selling organization commits to invest time and capital in order to thoroughly understand how each of these three core components can be leveraged to meet their specific business objectives.
Applying proven methodologies developed by our colleagues at Breakthrough Sales Performance, CompassPoint Partners helps sales leaders of mid-market and enterprise organizations gain control over the sales process to determined the right sales priorities to focus on in order to drive consistent revenue growth.
To find out if CompassPoint Partners is the right partner for you, contact us to today.
Applying proven methodologies developed by our colleagues at Breakthrough Sales Performance, CompassPoint Partners helps sales leaders of mid-market and enterprise organizations gain control over the sales process to determined the right sales priorities to focus on in order to drive consistent revenue growth.
To find out if CompassPoint Partners is the right partner for you, contact us to today.