Measurement matters. But it matters most if you measure what truly matters. And when it comes to sales, the sales metrics you choose can mean the difference between profit or loss. Between market leadership or dwindling share. Between success or failure. Let’s discuss what sales metrics matter most?
Remaining Effective as a Salesperson While Working Remotely
If recent global events have you scrambling and looking to reinvent the way you conduct “business as usual” in a remote work environment, you are not alone. Creating a plan and focusing on your ability to be flexible and adapt will represent the difference between just staying afloat and thriving in this changing landscape. Whether you already have a plan in place or are starting from square one, here are some key components to keep in mind in order to maintain productivity and keep your sanity while moving to a virtual office.
What Is a Sales Leadership Consultant, Why Are They Needed (and Why Should You Be One)?
If there’s one thing that’s become clear after several years working with small to mid-sized business clients, it’s this: they truly need and benefit from the sales leadership that fractional sales leadership consultants provide. This fact, of course, raises three questions: 1) Just what is a sales leadership consultant? 2) Why are sales leadership consultants so important to smaller businesses? and 3) Why should an experienced sales leader consider a career in sales leadership consulting?
Let’s answer these essential questions one by one:
Nearly every sales organization – successful ones, anyway – know the importance of having a sales plan, but should your standard sales plan change in times of crisis? Almost certainly. Especially for crises that could last for an extended period, your sales organization should be able to quickly and seamlessly pivot to a flexible and effective Crisis Sales Plan. Here’s an action plan to help you implement a new sales plan in times of crisis:
Early this year, I attended a networking event in Maine with a panel of six top CEOs from the Portland area. The focus of the panel was “60 Ideas in 60 Minutes.” This was a fascinating group that provided anecdotes on what made their businesses so successful and identified the key drivers to their success. This group made me think about several of my favorite quotes such as: “Be open to the different and do not let fear hold you back,” “When it comes to people, slow is fast and fast is slow,” and “Culture is paramount.”
What do skilled sales professionals and effective managers have in common? Frankly, not much. And when someone leverages sales skills to gain success in a management role, it’s not just a new job title — it’s a whole new world.
I learned this lesson when I was promoted to sales manager. I’d been an integral part of the sales team, but once I became responsible for managing the team, instead of executing the strategy, my relationship with my colleagues transformed.
Of all the departments within a small business, perhaps no two have a more dysfunctional relationship than sales and marketing. Different surveys reveal different reasons for this, but the most common culprit is poor communication. The sales team might believe marketing should provide better leads, while marketing might think sales should do a better job closing the leads it does generate.
A popular proverb says, “Vision without action is a daydream, and action without vision is a nightmare.” When it comes to sales, both vision and action are essential to sustainable, dynamic success. But how does a sales manager or sales executive put the right vision and the right actions in place to succeed? It starts…
Every business has its challenges. But when your sales cycle is seasonal, it introduces a host of unique issues that can threaten a company’s bottom-line sustainability and inhibit future growth. When you have uneven periods of sales and annual revenue depends on a narrow window of opportunity, planning carries a higher risk of being off-target and misdirecting cash flow. The reality is that if your season doesn’t go well, the whole year can be lost.
As you set your sales team strategy for the upcoming year, it’s important to keep the current year in context. After all, when you’re driving to a vacation destination, you can’t plan how far you want to drive tomorrow if you don’t know where you will end up today.