Preparing & Leading Your Team to Sales Success

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Deb Brown Practice focus:

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Clients include: Small businesses Growing companies Fortune 500

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Rooted in our 4-step methodology. Proven results for business owners

and sales teams from small companies to the Fortune 500.

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Learn more at:www.DebBrownSales.com

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Applied leadership and sales approach. Sell in a way that aligns with your values. Dynamic and holistic approach based on

the example of Jesus of Nazareth. Sales training & coaching integrated with

leadership development.

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Learn more at:www.SellLikeJesus.com

Today’s Agenda Preparing for sales success Personal preparation

Prepare your sales schedule Prepare for sales calls Prepare for follow-up

Process preparation Know the goal Prepare for the Q&A Script from start to finish Set and confirm expectations Always be open to options

Defining Sales Successfor Your Team

What is Sales Success? Tactical answer:

More closed deals More customers More revenue More results

What is Sales Success? Strategic answer:

Better-qualified opportunities More efficient use of sales team

time Higher close rates Longer customer retention Higher average dollar sales Stronger customer loyalty and

support Increased market presence

What is Sales Success? Team answer:

Everyone hitting their tactical goals

Everyone aligned around strategic goals

Sales and non-sales people areclearly on the same page

Customer satisfaction continues from pre-sale through post-sale experience

Components inSales Success

Components in Sales Success

Two key components:

Components in Sales Success

Two key components:

Personal preparation The steps each person takes individually

Process preparation The steps essential to the sales cycle

itself

Components in Sales Success

Two key components:

Personal preparation The steps each person takes individually

Process preparation The steps essential to the sales cycle itself

Successful sales leadership focuses on both kinds of preparation across the team

Components in Sales Success

PersonalPreparation

ProcessPreparation

Sales TeamLeadership

Preparation for Sales Success: Personal Focus

Personal Preparation Step 1: Prepare your sales

schedule

Personal Preparation Step 1: Prepare your sales

schedule Organize around key blocks of time Set a rhythm that can flow each week Consider time requirements for:

Reviewing opportunities Inbound and outbound communications Prospect and customer follow-up

Set aside clear time for inside sales and outside sales activities as well

Organize consistent meeting blocks Set aside travel and prep/follow-up time

Personal Preparation Step 2: Prepare for your sales

calls

Personal Preparation Step 2: Prepare for your sales calls

Prepare ahead of time for all sales calls Both in person and phone-based

B2B preparation: Research the prospect on LinkedIn Review company website Learn prospect’s market and competitors

B2C preparation: Learn about prospect’s neighborhood Prospect’s profession, interests, profile Potential decision factors/influences

Personal Preparation Step 3: Prepare for your follow-

up

Personal Preparation Step 3: Prepare for your follow-up

The greatest challenge for sales success is lack of consistent, timely follow-up

Make key commitments: Select and use a CRM system Track and prompt your follow-up decisions Make time for follow-up after every sales call Set aside follow-up time in each day’s schedule

Preferably at the end of the day Next morning at the latest

Don’t do anything else until afteryou complete your daily follow-ups

Preparation for Sales Success: Process Focus

Process Preparation The heart of your sales process:

Sales calls are the heart of the sales process Conversations are the heart of sales calls

Focusing on process: Be prepared for every conversation to

Sell from strength Be more relaxed and confident Engage in deeper dialogues with prospects Strengthen relationships

Key: crafting the conversation

Process Preparation Step 1: Know the conversation

goal

Process Preparation Step 1: Know the conversation goal

The goal of every sales cycle is a sale… …the goal of every sales conversation is not

Establishing prospect <> product fit Potential goals (each requires preparation):

Making initial contact to explore potential interest Qualifying the lead for an appointment Identifying budget and decision factors/priorities Strengthen trust Building the relationship Agreeing on steps (and timeframe)

Process Preparation Step 2: Prepare strategic

questions

Process Preparation Step 2: Prepare strategic

questions Good sales conversations are built on

good questions. Questions allow you to:

Control the sales process while gaining valuable information and insights

Bring points to the prospect’s attention that they may not have thought of before

Demonstrate confidence and credibility Focus on questions first

The more questions you ask the prospect, the stronger your answers will be when the prospect asks questions of you

Process Preparation Step 3: Script the start, end &

next steps for each encounter.

Process Preparation Step 3: Script the start, end & next step

Choreograph each stage in the conversation: Start (“How should we begin?”) End (Okay, what’s next?) Next Steps (Discuss what happens next)

Key tips for choreographing a sales conversation Ask questions first (don’t focus on answering first)

You might answer early questions with ”Let me learn a little more from you so that I can answer that question well.”

Use “we” instead of “you” and ”I” (shared process) Agree on clear next steps each time to help the sale

along to its logical conclusion.

Process Preparation Step 4: Set and confirm

expectations

Process Preparation Step 4: Set and confirm expectations

Do this at the beginning of the conversationand again at the end, every time

Use questioning as a key way to respond ”I would be happy to bring our “expert” to a future

meeting. In order for that to be successful, let me ask you a couple questions…”

Ask the prospect to confirm understanding when you’ve answered their questions

Perform regular ‘check-in’ steps

Process Preparation Step 5: Always be open to

options

Process Preparation Step 5: Always be open to

options Stay focused on the process, but adjust

course as conversations evolve Be flexible, but not compromising,

knowing that not every prospect is a good fit to become your customer.

Remember, you can influence the client to buy but you can’t control when The deal will only close when the prospect is

ready

Key Takeaways

Key Takeaways & Summary

Sales success is defined on three levels: Tactical > Strategic > Team

Team success focuses on two priorities: Personal preparation for sales success Process preparation for sales success

The role of the sales team leader is to guide the team members through these steps together The focus of personal preparation is on

readiness and self-management of sales time and resources

The focus of sales process preparation is on choreographing effective conversationswith prospects and customers

Key Takeaways & Summary

PersonalPreparation

ProcessPreparation

Sales TeamLeadership

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