Watch the “Vision” video
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If your business plan says you want to get to a turnover of, say £ 20m, from experience very few business will have sat down and actually worked out what the sales team and sales model needs to look like to support this.
Gaining a clear vision (the sales vision is not necessarily the same as company vision) of your best routes to market is critical, this could include some of the following:
- Complete clarity in what your ‘prey’ looks like
- Clearly identifying your ideal ‘routes to market’ and implementing the necessary change
- Strategy for partnerships and other ways of increasing leverage at every possibility
- Gain referrals and increasing ‘up sell’ from your existing client base
The above points are just simple examples how high performing teams maximise their revenues. Understanding this can give you the opportunity to scale your business and push for that growth that we all aspire to, but sadly only a few achieve.
In order to achieve this though, it is vital that all staff and team members understand the aspirations and sales goals of the business. Stakeholder engagement is critical because leadership is required to ensure that the correct messaging is articulated at all times.
Another way our Sales Directors help with the vision is to interview a number of a business’s customers and prospects, after all these are the people who you already deal with or want to deal. It is important to understand why they buy from you and also to understand where you sit in their thoughts with regards to Quality, Service and Price questions.
Making sure the business is targeting the right prospects with the right messages is vital, but understanding what a good customer actually looks like is generally far more important financially. If you are a small sales team with limited sales resources and budgets you have to make the most of what you have and that means understanding what your ‘prey’ looks like and how best to target it.
All of our Growth Leaders and Sales Directors have successfully developed winning sales and some of our team have even written books on the subject so, if you’d like to find out more about Sales+Profit and what we can do for your business why not give us a call or drop us an email at [email protected]