Three ways to invest in your sales team to empower sellers that achieve company objectives.
If you had the opportunity to attend this year's Pivot to Profit, you would have heard great sessions on the Supply Chain, Future technology, and how to move your Managed Service program forward. Still, you would have also listened to what sounded like an attack on the sales profession; many sessions had questions or comments about the sales team's effectiveness in the industry. These comments might be viewed as a "rip on salespeople" session, but I took it a different way; the integration industry is requiring a higher level of professionalism in the sales team than in the past. If your organization is asking your sellers to step up to a new level, here are three areas you can invest in today and keep them out of the P2P news.
First, have you defined the metrics you expect your sellers to achieve? I see many integrators that might have defined quotas for their salespeople. Still, they do not have good lead metrics that lead to their sellers hitting quotas, such as pipeline growth in managed services or specific products. I also see a lack of visibility into the customer experience that your organization and sellers might be delivering. You are asking your salespeople to step up to a new level without providing the metrics you would like to see improved giving them the destination without the road map.
Second, are you giving them easy-to-use tools that can enable them to be professional sellers? I see so many organizations upset that salespeople are not putting data here or there. Still, when I talk with the salesperson, I find out that they have to input the same data in multiple systems. If you want salespeople to put in good data valuable to your business, don't make them enter it in numerous areas.
Finally, you need to invest in creating professional sellers. You spend thousands of dollars and hours training your technical and operations folks on products and processes(This last week, my LinkedIn feed was filled with posts from the Crestron Masters 2022 training event), but when was the last time your organization sent a salesperson to an event that invested in their SALESMANSHIP?
It just so happens that I have the perfect remedy for this-- You can send them to one of our upcoming Corporate Sales Coaches sessions. The forthcoming sessions have been tailored for the integration industry, they have been amplified with the Revenueify RMR methodology, and unlike your labor rates- the prices have not increased in 2022.
It was clear at P2P that we are asking our Salespeople to do more than we have in the past; I agree whole heartily; let's be sure we are not asking them to leap without the proper tools.
Q4 2022 Revenueify and Corporate Sales Coaches Sessions
Customer Focused Selling-Foundations
Week of October 10th or Week of November 14th
Help your Sales Team drive new business, build stronger customer partnerships, and communicate the value of managed service programs
Zoom Session broke out into 90-minute manageable sessions during the week
Access to Revenueify ongoing reinforcement Learning Management System.
Customer Focused Selling-Catalyst
Week of October 17th or Week of December 5th
Focuses on developing your salespeople beyond just responding and working with your customers on a consultative basis
Create financial ROIs for your Managed Service Solutions and for your project sales. It helps your sellers to sell the way financial buyers buy solutions.
Zoom Session broke out into 90-minute manageable sessions during the week
Access to Revenueify ongoing reinforcement Learning Management System.