Sales Strategies for the Real World
A workshop of 2 halfs; The first is spent looking at the key elements to a successful Sales Strategy, the second half is spent designing a tool to use immediately in your business to help you make smarter sales resourcing decisions.
This is a workshop that both explores the bigger picture and delivers practical tools that can be used immediately.
It is not a presentation – it is a hands-on practical workshop where everyone contributes, and the takeaways are tangible.
Part 1 – The Strategic Overview:
This can be tailored to the group based on the types of challenges they have been bringing up in their ‘board sessions’, and also any specifics that they have raised with their chair. The topics include:
- The sales landscape - simple but not easy
- Current processes – make sure your basics are there
- Stages – all sales pipelines are not the same!
- Buying Criteria
- Generational considerations
Part 2 - When to Resource and When to Walk Away:
This is where members will be walked through designing their own matrix – called the ‘Arc of Action’, which will enable them to logically prioritise opportunities and most importantly – know when to walk away. They will be provided with an excel template that they can quickly populate with their own criteria and use immediately.
What material will you be able to give your members?:
- Full PowerPoint (including useful material that isn’t used in the workshop).
- PDF’s of all the research referenced in the workshop.
- Template for the ‘Arc of Action’ tool that they can customize and use immediately in their business.
Sales Opportunity Prioritisation
When it comes to sales, companies of all sizes have similar challenges – unpredictable pipeline, overly optimistic sales people, getting dragged into price negotiations, lack of scaleable process, CRMs not used properly etc. The impact of some of these challenges on SMEs tends to be greater, simply because they can’t absorb the costs as readily.
One of the biggest impacts to both your cash flow and the morale of your group is when you ‘lose slowly’, you have all the cost of sale with none of the revenue return. Often times we lose slowly when we chase business we never really had a chance of winning in the first place. If you ask the sales team why they didn’t walk away, the answer comes back as ‘the senior leadership team would never allow that’. If you speak to the senior team, they are frustrated because the salespeople chase unrealistic opportunities! Sound familiar? That is one of the reasons why ‘Macro Qualification’ is only effective when it is a top down strategy.It is different to opportunity qualification – it sits above it and can be changed to reflect changes in company direction, priorities or resources.
This workshop is designed to help you as the business leader identify which type of business you want to go after in the first place and therefore you are willing to put resource behind; conversely it also puts logic into knowing when to walk away.
Starting with 2 simple questions we will build out a series of criteria and each attendee will design a matrix during the workshop - which they can then take back to their business, run a ‘key person’ meeting with to take on board the opinions of their team and then start using it immediately.