All business owners, CEOs and entrepreneurs want bigger sales and profits. They say it’s the most important thing for their future. But very few small to medium-sized companies actually break through to grow substantially bigger results. Nearly all of these companies tend to go one of two directions:
- They stay small to medium-size
- They go out of business
There’s a clear, proven way to solve this that we’ll get to. But first, let’s identify the biggest roadblocks to achieving your sales and profits goals.
This is NOT a mission or values statement that gets stuck on your lobby wall. It is far more active than that. You want to identify what is your company’s primary aim that is compelling? What is irresistibly magnetic about working in or with your company?
Build your vision around something that’s meaningful and powerful to your customers, your employees and your investors. Throw your vision out there into the future and describe what you’re working to accomplish. Get employees excited about how their work and talents will be contributing to this new view of the world in the future. Provide this “painted picture” to everyone.
Communicate it on a regular and ongoing basis. Enlist people in your company to be a part of making your compelling vision become a reality. You really can’t communicate it too often. Most owners and entrepreneurs simply don’t create this and don’t spend enough time and energy in the vision area.
Key people in the key spots drive your business. Lack of key people cost you. No matter what size company you have, everyone has a real or implied “org chart” that shows roles, responsibilities, direct reporting and the work that must be done for the company to conduct business.
In the big picture and keeping it simple, there are 2 main sides. The first side of the house is Sales that brings in the business. They are the “promise makers.” The other main side of the house is Operations that deliver on the promises made by Sales. They are the “promise keepers.”
Of course there are many important positions. However, I believe that the most critically important position in any company is the person running the sales organization… the Sales Manager or Sales Leader. Whoever runs the sales organization is responsible for increasing the sales for the entire company… ensuring future work and greater opportunity for all in the company. Most small to medium-sized companies fail to put the right key person in this key spot.
Most small to medium sized companies are committing one or more of the 3 Sins of Sales Management.
- The owner/CEO/entrepreneur is also the Sales Manager
- They make the best sales person on the sales team the Sales Manager
- They make the best sales person on the sales team the Sales Manager PLUS continue selling
Being an owner/CEO is demanding, full time work. Being a growth-minded sales manager also is demanding, full time work. So remember this: if you are committing any of the 3 Sins, at best you have relegated the building of your company to a part-time effort.
If you really want breakthrough growth in sales and profits, get clear about the sales manager’s #1 job.
The key to growing any company is growing your sales force in quality and quantity. This is the Sales Manager’s #1 job! Why would you want this most important job done part-time?
- Your ultimate business leverage comes from growing your sales force in quality and quantity
- Robust sales growth is driven directly from the sales leader position.
Many owners and sales managers suffer from being the Lone Ranger syndrome. When the pressure’s on, they end up going it alone and “handle it all themselves.” They rely on their own wits, determination and drive to get things done.
What you don’t know about developing a sales team is costing you big time. Put strategies in place that have worked for others. Don’t be the Lone Ranger. Learn to leverage off of other’s success!
If you want to excel as a sales leader capable of building and leading an energized, skilled and highly productive sales team, then implement what a sales master has done before you. Learn to do what Jack Daly has done and have the guts, drive and accountability to do it. You can become a master, too.
I’ve learned an incredible amount from Jack Daly over the last 9 years as a sales coach to clients and as his partner in Jack’s web-based training programs. He is truly masterful at knowing exactly what it takes to drive enormous sales increases through his sales building formulas.
Leverage everything you can:
- Systems that are proven for repeatable success
- Processes that replicate best practices and build consistency
- Time-efficient organization that accomplish more in less time
- Perseverance to avoid getting discouraged and stay on track with coaching
You need a clearly defined sales development game plan customized for your situation and sales team.
Get a customized sales team game plan designed with you to grow the quality and quantity of your sales team.
- Compelling vision
- Key people in key spots
- Winning culture
- Goals achievement
- Pipeline management
- Key activities
- Minimum standards
- Productive sales meetings
- Sales success tools
The crux of Goal Achievement:
- Make a leader’s vision compelling.
- Energize people to want to get involved!
- Key people leading your Key Spots.
- Sales strategy focusing on action-specific goals.
- Driven by accountability to measure, track and motivate them.
- You need a blend of the right people, in the right spots, doing the right things to be able to consistently grow and scale your results.