Sales Units and Sales as a Team Sport
Sales is often looked at as an individual sport, the question is, why and does it have to be? One of the most defensible long-term moats for any business is the ability to innovate across various business processes and functional groups within your organization. A subtle mindset shift from sales is an individual sport to sales is a team sport opens up all sorts of possibilities for how you can help improve your sales process and customer conversion rates
Better Questions Lead to Better Answers
Most companies will typically start with an account executive or lead salesperson and then add sales engineers, professional services team, executive sponsors, etc. While this is a good start, a better way to think about your sales process is from the customers perspective. Some questions to consider are. How is our sales process different? How are we leveraging our teams to drive insight throughout the sales cycle so that every interaction is considered valuable? How are we using our teams internally to help streamline the decision-making process, reduce friction, help customers get down the learning curve, and ultimately win the deal?
Create a Customer-Unit (C) (TM) within your Organization
Create customer units within your organization that act and operate like a customer would across various sectors and verticals. Its not just a brilliant idea, its so brilliant that I am claiming the patent on it (email me). You are free to use this idea in your own company because not allowing people to do so freely, would preclude a well functioning society. You cannot, however, claim it as your own idea
Similarities and Differences
Too many businesses focus on the sector and vertical and not nearly enough on the general understanding for what makes all businesses nearly identical. Dont be one of those businesses. Commmunicate at all levels as if you are speaking to the CEO of the company and assume the CEO is also the owner of the business. The team members at the lower levels will appreciate your approach and leadership may very well require it
Copyright (C) and Trademark (TM) 11/13/1970 – TBC W/Derivatives Andre Davoodi Every Right Reserved