Modelling Excellence

Which sales methodology does your company embrace?

 How much money have you spent on buying someone else’s IP?  How have you managed to shoehorn it into your company culture and way of doing thing?

Buying an off the shelf sales systems is better than nothing.  Miller Heiman, SPIN..there are a few that promise that elusive silver bullet for ANY business.  At the very least, they teach consistency and provide a platform for sales people to develop their styles on. 

 

What they cannot do however, is model excellence for YOUR organisation.

And they’re not meant to because the business model for selling these systems is entirely based on doing the work once, and getting paid forever.  One size will never fit all, but it will deliver SOME value.  They seem safe, they’re easier to find but the question  sales leaders must ask when considering any sales system for their organisation is: “Will this deliver the results we need and CONTINUE to improve performance?”

Here are some of the ticks to check off any program for your sales or service team:

 

ONE: Is it unique to your organisation?

Every organisation is organic with a unique interrelationship between functions.  Sales doesn’t operate in a vacuum; it impacts a number of other areas in the business and vice versa.  So, a sales system should be holistic in that it understands the value chain of the business so sales is delivering profit, margin and top line performance.

 

TWO: Does it build internal capability?

Sales systems need internal buy in and ownership.  So anything that is done TO a sales team won’t have lasting impact.  It must be something that becomes part of the mechanism of the business and that leaders are able to coach and reinforce it way beyond the initial component of the implementation stage.

 

THREE: Can you measure its success qualitatively and quantitatively?

If all you have to measure program success is results you can be waiting a long time.  And if any changes need to be made, how will you be able to tell in the moment so you’re agile? Your sales program must have behavioural measures so your sales leaders can coach in the moment to constantly drive performance improvement.

 

FOUR: Will it shift the needle permanently?

Unfortunately, companies spend a lot of money on feel good workshops, expensive CRMs and leadership coaches but most only last for a little while.  Incremental, lasting improvement is the goal.  That requires an ongoing focus.  So, who is the internal champion?  Is it the WAY we engage customers?  Is it part of the fabric of BAU?

 

FIVE: Does it deliver a branded experience?

The way we do anything is the way we do everything whether we like it or not.  The way we treat every customer (internal AND external) IS the brand experience.  Embodied.  That’s scary and as much as we try to convince ourselves that it’s our online store, our website, our marketing, our solutions……it’s actually us.  People.  The face to face, email to email, phone to phone experience.  If that’s poor, we’re missing the point.  So, how consistent is that person to person experience?  How great is it? 

 

Sales is not separate.  Fundamental to any organisation’s success is the long term ability to continually grow the top and bottom lines. 

The WAY we do that matters.

 

 

View our other posts

Service is a privilege

To be of service is a privilege.   There I’ve said it.  It’s the fastest way to right size yourself, to put your ego well and truly back in its place and to live a life of legacy and purpose.  Not everyone sees it like this. Service isn’t related only to a job, a role...

2020: Hindsight or Vision?

Welcome to 2020! What a year, right?     What’s it going to bring you?  What will you bring to it? In December I wrote that with the start of a new decade, we have the opportunity to leave behind the habits, behaviours, thinking patterns, feelings, approaches...

Get Ready for the Sillier Season!

And it’s not just Xmas of course, it’s almost sales season!   With shoppers coming out in force, your team has an opportunity to smash sales and win the hearts and minds of an even bigger customer base….That is, if they’re ready and know how to make the most of this...

Power of Enthusiasm

Joy!….What is it good for….absolutely everything!  Say it again! Customer service people, sales people, leaders of people….those of us who work with others to achieve an outcome understands the power of enthusiasm. Of bringing joy to a situation. It’s infectious.It’s...

The end of a decade

As we come to the end of this decade, some say it’s a good time to farewell to the habits, practices, items, (and in some cases people), that no longer serve us so that we don’t bring them into the next decade.It requires a bit of self-reflection and decision...

From My Heart to Yours This Xmas

Any business which has person to person  interactions has an opportunity to embody the spirit of Xmas by demonstrating our willingness to serve others.  I talk about service a lot.  I am guilty of banging on about it actually.More recently I’ve been asked why the word...

Rep vs consultant

What makes a good sales rep? Is it someone who has the courage to walk into a brand new prospective business and give them the “spiel” like a door to door encyclopedia sales person?Is it someone who builds great rapport on first introduction and makes a time to have a...

When Connection goes wrong

Some people are amazing at building rapport.   They’re naturals.  Everywhere they go, they meet more people who like them and who trust them. It’s almost like they can’t help it….or can they?I recently met someone like this, who connected with me so well that I had to...

Build your network before you need it

A few months back I caught up with a friend and colleague who had recently been made redundant.She’d been in the role for a few years and couldn’t foresee the events that led to a few people in her department being let go when a new Managing Director started making...

Why gratitude is fundamental to better service

We can only give away what we have.  The disease of more is rife in our culture: more money, more time, more boobs, more lips, more sex, more love, more holidays, more recognition, more likes, more followers….when is what we have enough?  When do we learn to...