FranklinCovey-The 7 Habits of Highly Effective Sales Leaders

TIME TO REFLECT

SHOULD WE BE TALKING?

TIME TO REFLECT

SHOULD WE BE TALKING?

I any of these challenges are high on your agenda – I invite you to review the 10 simple statements below. Consider how they apply to your world, your team or your organisation… and then rate yourself on a scale of 1-10 where 10 represents ‘world-class’ and anywhere from 1-4 means you need to take action. Challenge yourself, and don’t rate anything as 5.

USE CLOCK OR STOPWATCH GRAPHIC

RATING 1-4, 6-10

STATEMENT

Improving Lead Generation Capturing New Accounts

1 Lead Generation is managed proactively with a defined strategy leveraging both inbound and outbound marketing activity. All of the team are competent and active with social media. We are proactive rather than reactive. We set targets and measure appropriate performance indicators. 2 We have a named list of targeted new accounts. We understand the challenges facing our target list and have researched thoroughly. We are connecting at a senior level with a high rate of success. We don’t need to ‘cold call’. We have well developed value propositions for each target account. We are active every week and we measure results. 3 Our sales team understand the only way to gain and keep momentum on sales opportunities. We prepare exceptionally well for all client interactions and are focused on the next logical decision the client or customer has to make. We have a defined End In Mind for every client interaction. We gain commitment to next steps as a matter of course at each meeting. 4 Key Accounts are defined and we have ongoing plans in place to either grow or defend our business with a sound strategy. We understand our clients strategic ambitions and our plan supports these. We know how our clients view us and our competitors. We have plans to grow our relationships. We execute relentlessly on our plans. 5 We win more opportunities than we lose. We have a sound mechanism to regularly rate our win probability. We never make a presentation or proposal unless we are clear on the business needs and the decision making process. We complete a closing readiness assessment for every critical opportunity at closing stage. We present to win with a proven framework. 6 Our team are effective at managing their priorities and staying focused. They understand the benefits of collaboration to maximise client synergies and create win-win outcomes. 7 We spend relatively more time on the needs analysis (diagnostic) stage of the sale and only regard an opportunity as qualified if we understand the business case (or client needs) in detail, we have access to the key stakeholders, and we fully understand any budget, timing, people or other constraints before we make a proposal. 8 We negotiate win-win outcomes. We understand how to identify value and how to ‘anchor’ to that value. We trade concessions rather than surrender them. We know how to un-anchor’ clients and to handle pressure and objections when negotiating. 9 We have an established sales process that is followed relentlessly as it delivers results. We have tools to help with every sales activity from lead generation to developing winning proposals. We don’t have (process) compliance issues with our team. Our focus is on execution and sales tools and techniques are used in every client interaction. 10 Ours is a culture of coaching, using a proven coaching methodology applied to critical sales opportunity stages. Our coaching approach enables us to grow the business AND the talent. We have deliberate practice sessions and meaningful simulations to hone skills. We have tailored training and development plans AND we measure Knowledge Retention and Engagement. TOTAL

It’s decision time

If any of what you’ve just read strikes a chord with you, should we be talking? The principles outlines in this document are timeless. The 7 Habits of Highly Effective People are taught in XXX countries and YY languages. The book has sold over ZZ million copies. These timeless, proven principles are at the heart of our Helping Clients Succeed™ methodology, proven to deliver improved sales performance at some of the world’s most successful organisations. Helping Clients Succeed™ methodology can be leveraged by all client-facing team members. Winning large, complex, strategically important deals is a team game. If your team involves solution architects, engineers, subject matter experts, legal and commercial folks, you’ll want to ensure that no single person

derails the team’s success by being an outlier and not understanding or living by these principles. If what you read resonates, sounds familiar, or addresses any of the sales challenges you face in your business, connect with us further and find out how Helping Clients Succeed™ can enable you to achieve the sales results you desire. I invite you to schedule a 30-minute conversation with me personally. At the end of 30 minutes, you’ll be in a position to decide whether or not we can add value. Simply click here and we’ll get you connected with your local Client Partner who can schedule a call. Hopefully, we’ll speak soon Regards Les Bailey Regional Practice Leader, Sales Performance

Increasing Sales Pipeline Velocity Achieving Greater Penetration In Existing Accounts Improving Win Rates

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