A blog by Brian Baker
Sales Fundamentals - Go Back to the Basics
July 26, 2010
I've been in sales for a long time - and over the course of my career I've learned it's not the random, mysterious part of business it's often made out to be. There is no doubt that sales is central to a company's success, but I've found in my time as an account executive, Sales Manager, VP Sales or as a consultant that most executives simply aren't completely comfortable with how it works and how to make it better.
Many organizations have a sales team, but aren't sure how to improve performance or scale the organization to improve results. Often times, the leadership team is apprehensive to 'dig in' to their sales operations because of an inherent fear of what they may find. Most managers, especially those that work for smaller businesses, typically have a few good sales people who are producing fairly well and they don't want to make any moves that might upset the apple cart. This is a mistake, plain and simple.
At the heart of any good sales organization are fundamental practices that can be taught, repeated, measured, grown and forecasted. Sales should be thought of in the same way as operations or finance; you can build a sales organization utilizing a systematic approach that result in optimal performance and scalability. Good sales people and good sales divisions work a well defined plan, which includes:
- prioritization
- time management
- prospect definition
- effective messaging
- relationship management
- solution development
- problem solving
- negotiation of the close
- client commitment
Within this general framework are specific skills, tactics and strategies to be developed and key milestones that can be measured, qualified, and leveraged to bring new business into an organization.
All too often these days, companies are seeking the 'quick fix' to solve sales challenges with a patchwork solution. Unfortunately there isn't a quick fix to achieve strong sales fundamentals and sustain good solid growth. Sales requires constant care and feeding. Just as high-level athletes have to constantly practice and develop their skills to be the best, so does your sales team. There is nothing mysterious about a solid sales strategy - it's a process that just takes time, awareness and effort to implement it, grow it and ultimately see the rewards.
Get Back to the Basics and Focus on the Fundamentals!
