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Download (use 'right click' then 'save as') During the pandemic, many businesses have been exposed when it comes to sales operations:
- No Sales Strategy: no formal discipline, knowledge, awareness or process of how to do targeted sales strategy and sales market segmentation on a regular basis
- Short term reactive approach to sales
- No proactive prospecting
- Poor quality CRM data
- Ill equipped sales leaders
- Too internally focused
- Waiting for things to go back to normal
What this demonstrates is that most business do not have a sales system in place to account for their sales efforts thus leaving them exposed to any changes and fluctuations internal or external, in their market, supply chain, etc.
A Sales System accounts for a range of elements that we can work with to dramatically reduce execution risk. Understanding every part of the sales operation, how they work together and how they relate to the broader business is key to implementation.
So what is a Sales System?
A Sales System, like Marketing, is the interface between our business and our markets and customers. A functioning Sales System forms a well-coordinated super highway or interface of intention, strategy, communication, information, behaviours, tools, tech and actions that flow smoothly back and forth between the customer’s world and that of our business.
At Barrett, we’ve established a sales framework for businesses using four pillars – Strategy, Process, People & Culture.
We work together with leadership teams to first audit their sales system then build in all the necessary elements and engineer them into a consciously articulated sales framework that can be systemically rolled out, implemented and managed. Sales leaders are trained and coached in how to manage their sales system and lead their teams to execute their sales strategy.
Together we create a healthy sales system within a business’ ecosystem that presents:
- A Clear strategy & purpose
- Transparency and ease of use
- ‘On the same page’ decision making
- ‘How we sell around here’ processes
- Minimum standards of sales excellence
- Practical, common set of tools & resources
- Easy induction & ongoing development
- Dramatic uplift with ‘learn to earn curve’
- Unity, Common Ground & RELIEF
For many businesses who implement and consciously manage their sales systems, they see share prices track north with sales, margins, culture and customer satisfaction never better. Even during COVID-19, a number of our clients are performing very well because their sales system is mitigating execution risk.
What sales teams and businesses love about a functional sales system is that it also delivers the 3 Cs’: Consistency Clarity and Communication that leads to greater trustworthiness, commitment and results. This also creates more positivity, harmony and flow.
So if this resonates with you in any way, I encourage you to speak up and take this article and accompanying video to your Board, your CEO and your exec team and start talking sales systems.
Because if nothing else, our 25 years at Barrett has taught us that while the selling profession can transform individual lives and careers, Sales Systems lead organisations toward thriving business, viable economies and flourishing societies. It makes sense.
Remember, everybody lives by selling something.
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