Sales Result | Sales Blog

Velocity, Speed.  Take any object and make it go faster and it will have more force.  Take any Sales Team and make it go faster and you will sell more.

Being in sales requires being an optimist.  Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing.  Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.

As CEO, revenue is always on your mind.  As your company grew you have seen some great salespeople.  They were critically important in the early days and now it’s tough to find more like them.  Stop looking!  Building a consistent, highly performing sales organization is more about processes and management than it is finding the next superstar salesperson.

Finding new clients is essential to growing your business, so finding them must be a high priority.  Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them. Well done market coverage strategies and models help find, target, convert and report on the best, most profitable prospects. 

When you build a new product or service you’ll have to decide what value you’re going to bring to your customer, what problem you’ll solve, and what that should be worth. As you bring that product to market, you will create value propositions that define your position across product planning, marketing messaging, and sales messaging. This simple framework helps to keep the product and messaging aligned, clear, and on track.