Applications
Transition from Business Owner Leading the Sales Team
Your Need: So the Business Can Continue to Grow, the Owner Needs to Delegate Sales
Solution: Install a Documented Sales Operating System that Replicates the Owner's Approach
The market demand is strong; orders are coming in but operations is struggling delivering on time and making the profit margins. The business owner, who has grown the company as the primary sales department leader, is needed to mature the other parts of the business or risk losing customers. At the same time, sales must keep growing the pipeline to take advantage of the strong market. What to do? One solution is to document sales best practices in the form of a Sales Operating System. Then, when a new sales manager is hired or a current employee is promoted, the same sales strategy and processes can be followed.
Sales Hitting the ceiling
Your Issue: Business has been growing for 5-years, but now sales volume has topped out.
Solution: Can be so many things, so start with an in-depth gap analysis.
For many years the order intake increased year-after-year like clockwork. Then it happened. The volume stopped increasing and everyone wondered why. Was it the change in the pricing model, the proposal format, customer entertainment policy, or change in sales staff? Hard to say without digging into the data to see what is happening. A deep dive analysis is needed to resolve this type of issue, as well as, open minds.
Enough sales opportunities but not enough WINs
Your Issue: Missing forecast and frustrated sales team
Solution: Improve proposal win rates by creating effective proposal win strategies.
Your marketing team is doing a great job bringing in plenty of SQLs but your sales and proposal team cannot convert enough. Competition is winning one project after another. Proposal costs are going up and the pressure is on. Customer says they are buying others because of greater return-on-investment or on-target problem resolution. Does your team know the customer's decision-making priorities other than price? Does your proposal outline the value proposition your solution offers? Plug these gaps and win more!
Implementing EOS but sales is not hitting their numbers
Your Issue: Not able to forecast accurately.
Solution: Commonize your sales process and formalize exit gates
Your company started using EOS and during the 1st quarter review it was clear the sales forecasting was off target. And it did not get better. A year into the journey, still missing forecast. This can really put the focus on the sales team and the capabilities but is that really where the improvement is needed? Does your department have a standard sales process and clear way to identify the position of the sale in the process? Does your team understand average sales cycles? There is a way to use this information to formulate an accurate likelihood percentage and get your forecasts under control!
Scaling quickly
Your Issue: Sales cannot expand quickly enough to meet expectations.
Solution: Document the Sales Operating System and formalize Sales Team Strategy
Your company is red hot and the business leader has high expectations for growth. Currently it is taking 9 to 12 months for a sales rep to produce consistently but it varies across your sales leaders. The department needs a plan to commonize a Sales Operating System (SOS) framework that includes sections detailing the Sales Compass, Revenue Engines, Sales Management, Sales Team Structure, Technology Stack and Getting Traction. With this in place hiring will be on target, new staff will contribute faster and scaling velocity will increase.
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