2. Early Stage Focus

early-stage-sales focusFundamental #2 – Having an Early Stage Focus

What it is

Lead your team to uncover and develop customer needs early in the sales process.

Why it Matters

Aligning your sales team’s focus to early stage opportunity development is a way to help your team close more business.

Identify your performance challenges

  • Do you focus on early stage opportunity development?
  • Has your team lost late stage deals because they were talking to the wrong person (not the true decision-maker)?
  • Does your team feel most comfortable when demonstrating your solution?

“Champions keep playing until they get it right.” 

~ Billie Jean King

Creating an action-plan to establish a and early stage focus starts with YOU:

Help your team by focusing on the right things – Start building your ACTION-PLAN

Creating an action-plan to address short-falls in execution of Early Stage Focus starts with:

  • Reflect on where you spend the most time with your team and make a commitment to provide a greater focus on early stage opportunity development
  • Identify current pipeline opportunities where a sufficient number of ideal customer characteristics have not been identified
  • Commit to coaching early stage opportunities by planning calls with your team to discuss customer needs

If you need help creating an action plan, seek help from experts that can guide you to answer these and other questions critical to your team’s success, the fastest path to discover the answers is to call us now at 888-877-1956. You can also attend our workshop or fill in the form on the right to download a free whitepaper going into more details of the Five Fundamentals of Effective Sales Management. Pick your path.

“Successful people ask better questions, and as a result, they get better answers.”

– Tony Robbins

<<< Back | Click for Fundamental Three: Coaching Excellence >>>

1. Go-To-Market Strategy

 

Sales - Go-To-Market-USRFundamental # 1 – Aligning Sales with Go-To-Market (GTM) Strategy

What it Means

Align your sales team’s activities to the evolving needs and buying trends of your customers.

Why it Matters

It’s proven that effective alignment of your sales team, with your company’s go-to-market strategy ensures that your sales team:

  • Can communicate your solution’s value in prospecting messages which can suddenly increase lead quality leading to higher sales conversations
  • Has new and better opportunities to sell to the type of buyer that needs and buys your solutions

“Well aligned sales and marketing teams can account for a 15% increase in win rate.”

– Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes

Identify your performance challenges

  • Do you have clarity on the connection between go-to-market strategy and sales team performance?
  • Do you attract interest from the kinds of leads that will buy your solution?
  • Does your team convey the value of your solutions:
    • In prospecting messages?
    • In sales conversations?

“If you don’t know where you’re going, you’ll end up someplace else”

-Yogi Bera

Creating an action-plan to align sales with the GTM starts with YOU:

Help your team by focusing on the right things – Start building your ACTION-PLAN

  • Reflect on how you connect your team to the type of prospect that needs and buys your solutions
  • Reflect on how your team demonstrates the value of your solutions in prospecting and sales calls
  • Identify areas for improvement
  • Commit to plan, implement and reassess your sales team’s effectiveness in getting to the right type of buyer and winning their business

If you need help creating an action plan, seek help from experts that can guide you to answer these and other questions critical to your team’s success, the fastest path to discover the answers is to call us now at 888-877-1956. You can also attend our workshop or fill in the form on the right to download a free whitepaper going into more details of the Five Fundamentals of Effective Sales Management. Pick your path.

‘Someone’s sitting in the shade today because someone planted a tree a long time ago.’

― Warren Buffett

Click for Fundamental Two: EARLY STAGE FOCUS >>>

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