Sales System Advisory
A fresh approach
A strong sales system is essential to effectively executing on growth strategies. Often what is needed to grow the business tomorrow is not what happened today or yesterday. Sales teams grow from individuals to teams requiring new process and incentives. Data becomes more complex especially when evaluating new products or service lines. Workflows require accountability and investments need to demonstrate ROI. It is easy to throw money at sales and marketing but knowing that the company’s limited resources are being deployed into an optimized system is hard.
Keep up with Business growth
Early in a company’s lifecycle, executive teams and founders are focused on simply identifying their first customers and securing a sale. While this is a monumental accomplishment for new and emerging companies, reality soon sets in that these systems need revision to work at scale. The needs of an evolving sales system become increasingly more complex, expensive and risky as the company grows. Most companies’ sales systems stumble or fail when they start to scale because they deploy limited resources in unoptimized ways by choosing the wrong people or team, utilizing the wrong tools, measuring the wrong data points, or creating the wrong incentives.
Growing Company considerations
Sales systems, teams, tools, activities, channels are all very expensive. Some things to think about as you build or revise your growth engine:
Out of many competing initiatives, what should you invest in first?
Are you maximizing results presently on rev and lead sources?
Can you measure ROI against any particular initiative or investment?
Are you tracking the right data?
What type of technology do you use to measure results?
What type of sales team do you need to reach your growth goals?
Is your sales team empowered and incentivized properly to execute on your vision?
Will your incentive system scale across a growing organization with individuals as well as teams and sales leadership?
You’ve come to the right advisors
Changes to the overall sales system can be very disruptive to your sales team and potentially cause your organization to miss critical growth objectives. Our team has worked with many B2B and B2C organizations in developing effective sales team systems to ensure the teams are setup for success.
