Transformed Sales’ Post

Let’s break this cycle together.  Companies keep pouring money into enablement programs, sales tools, hiring, and developing sales teams.  Yet,  🤷Yet they’re always scrambling to meet quarter goals or planning for the next quarter.  Why then do we still struggle to boost and measure sales productivity❓  Why is it difficult to keep tabs on the departments and team’s performance❓  📍 Chances are that sales leaders and business owners do not know what sales activities and metrics have the biggest impact on revenue outcomes.  When it comes to identifying sales metrics and measuring KPIs, they’re always at a loss. Leading indicators allow you to look forward at the road ahead, and course-correct. They predict future sales performance. Lagging indicators represent a reflection of the road already traveled, the historical snapshot of the past performance. To save you some time, I’ve narrowed down some of the components of the key metrics    Activity Metrics  opportunities created  emails sent  calls made  meetings    Conversion Metrics  deal progression  stage progression  renewal rates  win rates Outcome Metrics  average lead response time  customer acquisition cost  average sales cycle time  customer lifetime value  average deal size  meetings booked  Early sales activity metrics encourage: ✅Increased interaction within the salesforce  ✅Quick and constant feedback  ✅Ability to adapt to sales strategy  Need help implementing these KPIs Send me a DM to discuss your team's sales strategies and get support to track KPI progress. #wesleynewisdom #transformedsales #salesstrategies #KPI #teamperformance

Why Sales Planning Efforts Are So Challenging? 🤔 If you support or manage a sales team, you’re likely familiar with the struggles around sales planning. It often occurs once or twice a year, partly because it’s an unpleasant, expensive, and arduous exercise. 🙅 But let’s review specifically what makes sales planning difficult among sales operations, management, and leadership. 💪 - Lack of a single source of truth and manual processes. - Inconsistent data among multiple systems and data sources for managing customer relationships, planning territories, and forecasting sales. - Ill-defined sales goals, territories, and quotas. Poor collaboration and lack of accountability among contributors. - Inability to plan for the market segments that can benefit from your company’s products and services. - Leadership and staffing changes that disrupt the selling motion in established relationships. #salesforce #salescloud

Sales Management Tip #45 Protect salespeople from BS https://hubs.la/Q02P9WKk0 Helping business owners and sales leaders ensure that their sales team can focus on selling activities and minimize non-selling tasks is crucial for maximizing sales productivity. Here are some tips to coach business owners on how to achieve this: 1. Define Clear Roles and Responsibilities 2. Set Expectations and Communicate 3. Implement CRM and Automation Tools 4. Establish Sales Processes 5. Educate and Train Employee 6. Prioritize Lead Generation 7. Delegate Non-Sales Tasks 8. Create Sales Enablement Resources 9. Measure and Monitor Sales Activities 10. Incentivize Sales Performance 11. Implement a Sales Culture 12. Continuous Improvement 13. Lead by Example 14. Provide Salespeople with Support 15. Feedback Mechanism By following these tips and strategies, business owners can create an environment where salespeople are empowered to focus on what they do best—selling—and reduce non-selling activities that can hinder their productivity and success. https://hubs.la/Q02P9WKk0 PS: On the upcoming Friday's Funnel Focus Blog Post "Time Management for Sales Leaders: Balancing Strategy and Execution," discover how to manage your time to help you drive productivity and ensure sustained success. Sign up here to receive it directly in your inbox: https://hubs.la/Q02Pb0cg0 #SalesManagement #SmallBusinessGrowth #BigData #SalesAnalytics #BusinessStrategy #FunnelFocus

Sales Management Tip #45 Protect salespeople from BS https://hubs.la/Q02P9Rnb0 Helping business owners and sales leaders ensure that their sales team can focus on selling activities and minimize non-selling tasks is crucial for maximizing sales productivity. Here are some tips to coach business owners on how to achieve this: 1. Define Clear Roles and Responsibilities 2. Set Expectations and Communicate 3. Implement CRM and Automation Tools 4. Establish Sales Processes 5. Educate and Train Employee 6. Prioritize Lead Generation 7. Delegate Non-Sales Tasks 8. Create Sales Enablement Resources 9. Measure and Monitor Sales Activities 10. Incentivize Sales Performance 11. Implement a Sales Culture 12. Continuous Improvement 13. Lead by Example 14. Provide Salespeople with Support 15. Feedback Mechanism By following these tips and strategies, business owners can create an environment where salespeople are empowered to focus on what they do best—selling—and reduce non-selling activities that can hinder their productivity and success. https://hubs.la/Q02P9Rnb0 PS: On the upcoming Friday's Funnel Focus Blog Post "Time Management for Sales Leaders: Balancing Strategy and Execution," discover how to manage your time to help you drive productivity and ensure sustained success. Sign up here to receive it directly in your inbox: https://hubs.la/Q02Pb0sj0 #SalesManagement #SmallBusinessGrowth #BigData #SalesAnalytics #BusinessStrategy #FunnelFocus

Sales Management Tip #45 Protect salespeople from BS https://hubs.la/Q02P9Klt0 Helping business owners and sales leaders ensure that their sales team can focus on selling activities and minimize non-selling tasks is crucial for maximizing sales productivity. Here are some tips to coach business owners on how to achieve this: 1. Define Clear Roles and Responsibilities 2. Set Expectations and Communicate 3. Implement CRM and Automation Tools 4. Establish Sales Processes 5. Educate and Train Employee 6. Prioritize Lead Generation 7. Delegate Non-Sales Tasks 8. Create Sales Enablement Resources 9. Measure and Monitor Sales Activities 10. Incentivize Sales Performance 11. Implement a Sales Culture 12. Continuous Improvement 13. Lead by Example 14. Provide Salespeople with Support 15. Feedback Mechanism By following these tips and strategies, business owners can create an environment where salespeople are empowered to focus on what they do best—selling—and reduce non-selling activities that can hinder their productivity and success. https://hubs.la/Q02P9Klt0 PS: On the upcoming Friday's Funnel Focus Blog Post "Time Management for Sales Leaders: Balancing Strategy and Execution," discover how to manage your time to help you drive productivity and ensure sustained success. Sign up here to receive it directly in your inbox: https://hubs.la/Q02Pb4Rk0 #SalesManagement #SmallBusinessGrowth #BigData #SalesAnalytics #BusinessStrategy #FunnelFocus

Explore five proven strategies to drive sales excellence, from building agile frameworks and placing the right people in key roles to aligning with your customers' priorities. These insights will help your team navigate challenges and maximize both top-line growth and bottom-line performance. Discover how to optimize your sales strategies here: https://lnkd.in/gMjZ6X2q #SalesExcellence #SalesLeadership #RevenueGrowth #Salesforce

We were working with a large, SaaS company. And the CEO and EVP Sales came to us 1) behind in their bookings achievement YTD and 2) completely frustrated with the predictability of their pipeline. Here is what we did to solve their unpredictable pipeline challenges. As part of our solution, we changed the pipeline stages (in the CRM) from the traditional: Prospect > Discovery > Demo > Proposal > Negotiation > Closed Won to... > Stage 1 > Stage 2 > Stage 3 > Stage 4 > Stage 5 In defining the stage definitions, we focussed more on the things in each stage that dictate whether you go from Stage two to three, or stage three back to two, based on whether or not the customer has validated certain qualifiers that measure their amount of their commitment to us. This is important... we measure "rising level of customer commitment". More specifically and by way of example, one of the defining qualifiers when moving a deal from Stage 1 to Stage 2 was" "Do you have a meeting in the customer's calendar in the next forty-five days?" Each of those 'things' ✅ a meeting booked ✅ in the customer's calendar ✅ a timeline - within the next 45 days These are specific, and measurable. There is no debate or room for ambiguity. Let's face it. Most sales people can get the first meeting. Can they get the second? And, the third? Not having a next meeting in the customer's calendar 1) adds huge risk to the deal and momentum, and 2) shows little customer commitment to the problem, project, and priority. The new stage definitions change the conversation among the sales team and sales leadership, and drive new behaviors throughout the sales force that impact deal velocity, pipeline hygiene, deal size, and close rate. And, increases in those, dramatically impacted the Client's pipeline and forecast predictability, accuracy and confidence. #pipeline #salespipeline #forecast #forecastaccuracy #salesrprocess #salesoptimization #salesmethodology #sales coaching

In the ever-evolving world of sales, traditional methods often fall short in addressing the complexities of multi-stakeholder engagements. The contemporary sales landscape involves a growing number of stakeholders in the decision-making process, challenging sellers to adapt and acquire new skills to stay ahead. This brief emphasizes the need for sellers to cultivate a unique skill set, focusing on strategic resource allocation, understanding the state of the sale, and seeking trusted advisor status. It highlights the shift in the buying landscape, with an average decision-making group comprising six to ten stakeholders, and the importance of meeting diverse needs often overlooked by conventional sales methodologies. To succeed in complex accounts, sellers must adopt an agile approach, guided by an objective assessment using the Opportunity Vitals system. This system, based on scoring scales for pain, power, vision, value, and consensus, helps sellers determine the best course of action based on objectively observable buyer behaviors. The brief suggests that sellers should shift their focus from solely identifying the stage of a sales opportunity to understanding the state of the sale. This approach provides a clearer picture of progress with key stakeholders and allows for tailored messaging that resonates with everyone in the buying group. Elevating to the status of a trusted advisor is crucial for success in the current landscape. This involves consistently delivering value beyond the product or service, addressing operational and financial aspects, and acting as a partner beyond the purchase. Achieving trusted advisor status positions sellers as valued consultants aligned with customer interests, ultimately empowering them to navigate the complexities of the modern sales environment successfully. For a more detailed roadmap to success in complex accounts and opportunities, explore the "Agile Sales Leader Playbook" to implement agility into sales pursuits. <<<Link for brief in comments>>> Richardson Sales Performance #salesenablement #salesperformance #strategicselling #salesleadership

How well are your current sales methods working for you? Are you looking for some proven ideas that help drive sales excellence? Check out the post linked below, from 'The 360 Blog' featuring 5 proven methods to consider. #Salesforce #RevenueOperations #Sales From the post: "According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase, sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset. As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Here’s where that starts." https://bddy.me/3S9yKQX

How can Sales Enablement Support the new commercial expectation? It is now accepted that most B2B buyers prefer a seller-free experience, increasingly relying on digital interactions to research solutions, evaluate suppliers, connect with peers, review communities and uncover insight from dark social. Beyond the immediate impact on GTM organizations, this phenomenon also forces the sales enablement functions to consider a rewire and reskill. This rewire and reskill cannot happen in a vacuum, as it will contribute to siloed commercial processes, hindering a superior customer experience. To add to this challenge, sales enablement leaders must adapt to a tumultuous economic environment marked by inflation, a scarcity of talent, sales tech stack bloat, a lack of digital and analytics posture, supply chain disruptions and a lack of investment in micro-learnings. Sales Enablement needs rewiring and reskilling to: Rationalize the sales tech stack and automate critical sales moments and motions to reduce sales administrative burden. 1. Redesign tools to create collaborative resources that sellers and customers can use to improve the buying experience. 2. Build and optimize digital workflows for sellers by leveraging intent signals and touchpoints across the funnel to improve productivity, quota attainment, engagement and retention. 3. Redefine learning and training by implementing more effective and efficient in-moment learning methods aligned to seller learning habits, such as microlearning, micro coaching, micro account development, and other practical learning experiences. 4. Develop sellers' digital dexterity, data, and digital adoption skills to harness the power of the rationalized sales tech stack as buying signals increase in volume and accuracy, gain deeper customer understanding, and promote collaboration. 5. Adopt a value-creation mindset by approaching customers sooner and with a more consultative mindset. Partner with customers more to design tailored, differentiated value propositions. Update talent profiles to emphasize digital engagements, buying stakeholders, buying jobs and situational awareness. Create a workspace that facilitates buyer and buyer committee engagement and can be used in in-person meeting facilitation, hybrid selling and interaction points. What else are you seeing unfolding with Sales Enablement?