I’m feeling elated and vindicated yet again.
I’m feeling very optimistic about the future of sales systems and sales stewardship.
Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:
- Sales are up 8% and steadily trending upwards in a challenging market
- The sales strategy, and accompanying sales messaging and value proposition is really resonating with the client base – creating a viable and valuable point of difference
- The right sales structure, processes, tools and systems are in place and working well
- Steady, strong and committed sales leadership on a national and state level across the country
- Fresh, invigorated, well trained and skilled sales team driving a solutions oriented agenda
- Happy clients, new business flowing in, and;
- A major turnaround in the nature of the relationship of their largest client then ex-client now client again
While we all know that you can never take your eye off sales, this Executive General Manager says that he doesn’t have to worry about his sales operations anymore because it’s a fully integrated and functioning sales system that is organised, disciplined, fully visible, transparent, functional and engineered for success. Everyone knows what is expected of them and what they are doing. Which is the complete opposite of the opaque, reactive, personality driven situation he was faced with 2 years ago.
What blew him away the most was this, ‘The change has been outstanding. Two years ago (Nov 2017) I couldn’t have imagined that Sales would be in such great shape already. I thought it would take years but here we are now with a fantastic B2B sales team, sales infrastructure and processes, strategy and culture that is growing and making a huge difference to our business and our clients. As an accountant, I knew very little about sales but Barrett’s Sales Strategy & Operations Framework and the Barrett team have steered us in the right direction.’
Now that’s something to be optimistic about.
The key here is access to a sales system approach to selling better. Now we’re looking forward as to what’s next on our Selling Better journey.
Using Barrett’s Selling Better System methodology enables leaders to assess and diagnose their business and their sales system, sales strategy and sales operation very quickly in order to make informed decisions about how to move forward and sell better, faster.
A reasonable alternative
Barrett understands that leading and managing a sales team and its operation is about managing a complex variable system that requires constant attention and considered action. We know that sales teams and operations do not follow a predictable straight line.
Throwing our salespeople in the deep end and expecting them to sell better with no clear strategy, no value proposition or articulated sales process, limited training or no ongoing support, or a ‘customer phobic’ value chain is madness.
This is why, at Barrett, we take a systems thinking approach to selling better. We’ve been studying, researching, codifying, modelling, promoting and educating people on a better, ethical, human-centred approach to selling since 1995, and it works – very well. Just ask our clients and their customers. We know Selling Better is about creating a Selling Better Operating System that works in a coordinated manner with your business across four core pillars:
- Strategy
- Process
- People
- Culture
We can help you create a Selling Better Culture that delivers more and better sustainable sales results, and more satisfied customers and employees using our world class, robust Selling Better Operating System which has codified, university grade Sales Practices, Frameworks and Tools.
We can help you create focused sales strategies that can be delivered in prepared, purposeful sales and customer centric environments with visible, tangible sales frameworks and meaningful, customised training and coaching that give sales teams and their buyers’ orientation and direction.
We can help you re-educate the whole of business about the central importance of selling and delivering the customer experience (CX) and endorse selling as a team sport where selling and serving customers becomes everybody’s business.
So what can you do?
Where can you start?
Talk to us about how you and your business and sell better faster in 2020.
Remember everybody lives by selling something.
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