EPISODE C4.002 Salesforce Development

Introduction
New week, same perspective with greater conviction.

After being attentive to the weekend news about the continued arbitrary government response to COVID19, there is only one course for the business owner - ignore their word salad of concern and work around it. 

Being passive and waiting for the right decision will put you out of business. There are only two ‘people’ who have that right - you and the customer.

IBGR is committed to your success and our programming is for legal aggression (OK, I’ll make it nicer - assertiveness) to open, stay open, and be profitable.

Unlike the rest of society - we have your back.

Listen>Apply>Engage
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Show Objectives
Up to now you have survived the sales function in spite of yourself. If you are just an average company you do not have a formal sales methodology, your sales manager doesn't understand their role, and you are not measuring the effectiveness of the sales function. The reason was simple - you didn't have time.

Now that you are making the transition from Stage III to Stage IV and expecting 'hockey stick' growth, it is time to make the investment or the regret of leaving too much money on the table.

Key Issues - Owner/Manager Perspective:

1. The sales job is frequently audited to determine the competencies for success,
2. OJT is conducted on a frequent basis to enhance selling skills,
3. Formal training is conducted on a frequent basis on the use of technology in the sales process

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What You Need to Know
If there is a place to start workforce development it is with the sales team. Although everyone in the organization is essential, many positions you can be successful with OJT (On the Job Training) but not here. You can expect on average the following returns from formal sales training:

• 11% increase in sales people reaching their quota's,
• 12% increase in closed deals, and an
• 8% reduction in turnover.

What You Need to Do

1. Buy or create a profile of the most effective salesperson and manager in your business.
   1. Create: Behavioral Event Interview
   2. Buy: Harrison Assessment: https://www.harrisonassessments.com/sales-assessment.html, or DiSC: https://www.discprofile.com/products/everything-disc-sales-profile/
2. Assess current sales model and update if necessary - Sales Training
   1. Sandler: https://www.sandler.com/training-centers/
   2. Rackham: https://i4esbd.com/services/training/
3. Fewer Accounts = Greater Share of Wallet
4. Sales Managers prime role is Coach - the source of OJT
5. Content Training, Market Intelligence resources
6. Involvement in Marketing and Advertizing

Shows

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