Over the past 17 years I have consulted to, managed and coached dozens of businesses from multinationals to early stage start-ups. "We need more sales" is often what I hear and at the core of the many answers to this question are the following five steps to sales growth.
At times only one of these steps is top of the business agenda and that’s ok as long as it is in context with the other four. The biggest failures, however, occur when improving just one of these steps is considered as the full sales strategy and therefore relied upon to deliver sales growth. To build and maintain healthy sales, each step must be considered as being interdependent.
Businesses often find that they are in a continuous evolutionary state with respect to almost every step listed. I can’t stress enough the importance of acknowledging each step as a fundamental component of the full sales strategy. Taking the time to audit where you are at with each of these steps is a far better investment than reacting to underperforming sales results by firing, hiring or changing incentive plans for your sales teams.
In this age of new digital sales techniques, tricks and skills being touted as the next best thing it has never been more important than now to develop a considered and holistic sales approach.
In my upcoming posts I hope to help your understanding of these issues by drilling down on each of the five steps with practical clues and share examples on how to execute for your business.
Details for each of these steps can now be found at the following links; Step 1 and Step 2, Step 3, Step 4 and Step 5 here