Potential Sales & Consulting Group
Volume 2, Issue 4
April 2017
What Tool Uncovers Where Improvement is Needed?
We Fix Sales Problems:
Sales Force Evaluations, Impact Analysis & Executive Summary (SEIA)
Can your salespeople demonstrate value and sell at higher prices? How do you plan to KEEP the new sales person motivated after the honeymoon is over? Should your sales be growing at a faster pace? Is your current Sales culture causing you to miss business (ROI)?
At Potential Sales & Consulting Group, we feel it is only logical that we first diagnose the situation, by completing an evaluation of the sales team, before being able to prescribe the proper protocol to improve the sales team for exponential growth.
Crucial Elements for Success
Strategies and Priorities
Inside this issue: Ask the “Sales” Neurosurgeons
2
Do You Identify and Deliver on Your Sales Promise?
2
About Potential Sales & Consulting Group
3
What are the 9 Principles of Building a Sales Machine?
3
Contact Executive Coach, and Speaker Victor Arocho, to Speak at Your Company or Event
4
Now Hiring Potential Sales & Consulting Group Values
4 4
Who has discomfort with the strategies and priorities and why
Are your salespeople congruent or in conflict, who can and will execute them
What is in place and what is missing to manage, motivate, and measure the effectiveness of the team What Critical Ratios in your systems and processes are in place now and more importantly, what is missing from sales cycles, to sales process, margins, pipeline movement and activity to CRM and profitability
These are powerful weaknesses that are usually hidden from view, both sales leadership and the salespersons. These weaknesses, when present, are powerful enough to neutralize all of a salesperson's strengths and skills
Special Skill Sets
Systems and Processes
Growth Potential
Hidden Major Weaknesses
The scope or service includes the following key components:
The crucial elements for success are “conditions” that must exist in order to affect growth and change
ship dictates? Is it compelling?
We define the special skill sets and show you who has the best Hunter Skills, Farmer Skills, Account Development Skills, Consultative Selling Skills and Closing Skills
(This information is critical to determine if you have the right players in the right roles.) Value Proposition
What are your salespeople telling your prospects about your Value Proposition? Is it constant? Is it what leader-
We measure a salesperson’s incentive to change and factor in the number of hidden weaknesses. The stronger the incentive to change and the more the existing weaknesses that are present, the greater the potential for growth
Commonality
The SEIA overview explains the common weaknesses affecting your people as well as how they affect the people who have them. Isolating the issues are extremely important as well as identifying individuals that should be singled out for unusually strong or weak selling characteristics
Contact us to learn how this tool can uncover where help is needed and grow your business.
Ph. 954-634-2886
Ask the “Sales” Neurosurgeons Q: How can I continually build leadership capabilities in my organization?
“A true sales promise goes way beyond a tangible deliverable. “
A: Good business leadership begins with defining the destination and direction of your company and deciding how the business should look and operate. CEO’s should continuously improve on a set of skills to take the business from where it is today to where they want it to be tomorrow. Without effective leadership, managers have no idea what is important to you, what to manage, or what success or failure
looks like. In order to become a good leader, it is important to develop a company culture that’s expectations based and reward those who meet and exceed those expectations. Q: What strategies are essential to make an impression at networking events? A: Arrive looking your best. Greet everyone you meet. Focus on the benefits of meeting new people and learning about their business. And, always send a note the next day to the individuals you have met.
The “Sales” Neurosurgeons column is a Sales advice column in the format of anonymous questions and answers submitted by readers with
an issue in the form of a question. The expert advice of the “Sales” Neurosurgeons provides a response. Submit your questions to: Newsletter@potentioalsalesgroup.com
Do You Identify and Deliver on Your Sales Promise? Any sale is about much more than simply providing product or service. A sale is really about delivering a promise to the customer. Unfortunately, many companies have no idea what their sales promise is. Sure, they may have a company vision or a mission statement, but those things usually don’t address the specific processes the company uses to deliver value to its customers. A true sales promise goes way beyond a tangible deliverable. It’s about the customer’s interaction with your company throughout the sales cycle. It’s a sense that everyone from every department is aligned on
customer satisfaction. It’s about the service and interaction with the company after the sale. It’s about making customers feel confident that your company as a whole—not just a single product, service, or salesperson—can deliver the results the customer wants and exceed expectations. In essence, it takes every single department to fulfill your company’s sales promise. When you actively define the promise you want to make to your customers, and then make sure everyone in the company knows that that promise is, you can deliver on your promise and exponentially grow your
sales. So, what’s your company’s sales promise? Make sure your sales promise is crystal clear by: Defining your promise
to your customers Providing ongoing train-
ing about the sales promise Promoting the sales
promise to customers in a broad and global way When the people in your company focus on the fact that everyone in every department is involved in the sales process, creating and living by a sales process is much easier. Remember, the sale is just the start; the promise is ongoing.
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Potential Sales & Consulting Group (PSCG) is an established man-
agement consulting firm focused on sales development whose goal
Organization
is to provide superior value for its clients and change the way the world views the Sales profession. Privately held and headquartered Potential Sales & Consulting Group Corporate Headquarters 18501 Pines Blvd, Ste. 344 Pembroke Pines, FL 33027
in Pembroke Pines, Florida, the team works with clients globally supplying an array of sales solutions to help clients fix sales problems, thereby, increasing sales. Founded in 2012, PSCG has grown to incorporate a team possessing more than 60+ years of collective sales and marketing experience. PSCG specializes in exponentially growing sales by
Phone: 877-608-9900
bringing accountability to the sales process and crafting a sales culture of success. With Potential Sales & Consulting Group’s passion and strategic style of sales, the team has assisted multiple companies ranging in size from $4m to $2b grow their business on an
“Accelerating people and companies to reach their full potential”
average of 25% or more per year. Potential Sales & Consulting Group’s Mission: Holding teams accountable to the Sales Process and to grow Sales.
WE’RE ON THE W EB P OTENTIALSALESGROUP . COM
What are the 9 Principles of Building a Sales Machine? Here are the nine fundamentals of building an effective sales machine: 1.
Be Patient—It takes time (4-12 months or more) to build a sales engine that predictably generates revenue
2.
Experiment With Everything. A/B test. Test and see what works
3.
Don’t Take on OneOff Projects—Unless it’s an experiment to learn for the future. If it’s not intended to be repeatable, it’s not worth doing
4.
Get Out of Excel Create a rule that if the op-
portunity, order, or customer doesn’t exist in your CRM system, then it does not exist 5.
6.
7.
Create a Process Flow chart of your sales process or lead generation Focus on Results Rather than Activity— Example: Tracking the number of qualified opportunities is more beneficial than determining the number of sales calls made per day Track Fewer, More Important Metrics— Don’t go overboard and create dashboard clutter. Prioritize metrics
8.
Pay Special Attention to “Batons” that Cross Functions— Handoffs can cause 80% of the problems and defects in your processes
9.
Take Small Steps—Be consistent and try a lot of little improvements. Don’t make larger changes than you can feasibly handle and bite off more than you can chew
— Adapted from “Sales Machine Fundamentals,” Predictable Revenue, Aaron Ross and Marylou Tyler
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Contact Victor Arocho, Executive Coach, Speaker and Managing Partner, to Speak at Your Company or Event
Please visit our website at: PotentialSalesGroup.com for available Sales positions. If you are an employer and would like to post a sales position, email us at:
Newsletter@PotentialSalesGroup.com or call us, and we will add your job posting to our website at no charge.
Potential Sales & Consulting Group Values Learn and Grow – Always advancing your mind, advancing yourself, and others. Have Fun – Love what you do. Make someone laugh! Family – Family comes first. What happens inside the business family, stays inside the business family. Chivalry – Having manners, etiquette, be a gentleman. Be a lady. Balance – Do the things that you need to get done. Whether it is for the business or making time for the family, spouse, significant other, kids, yourself, etc., it’s about results, not time.
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