Testimonial

"19 Oaks has played an invaluable role in our marketing and sales processes… The best part is, we're getting the types of clients we want to strategically grow our company."
—Michael Royer, President, 
Berry Talbot Royer

 

 

 

 

 

 

 

 

 

 

 

 

Sales Management

Once you have a sales process in place (if you don’t have a well functioning sales process in place yet, please refer to our sales process page) it’s easy to see what’s working and what isn’t. 

Now your focus should shift to fine-tuning and maintaining your process. A sales process (like almost any business objective) isn’t something you can initiate at the beginning of the year, then forget about it. You need to consistently share your system with your team and make sure everyone understands the role they play in its success. This approach sets the stage for both building teamwork and achieving goals.

Implement and maintain your plan companywide

Make sure everyone in your company understands exactly what your sales process is before you begin to implement it. This may sound like a no brainer, but a lot of companies don’t take the time to clearly define their process, objective and goals.

Next, each individual needs to understand their specific role and how it affects others. Involving the whole company from the very start is critical to ensure success of the process. Answering questions and dispelling misconceptions is an important part of getting off to a strong start.

Sales Meetings

A great way to make sure everyone is on the same page is to set regular (usually weekly, bi-weekly, and never more than monthly) sales team meetings and make them a priority. Make it clear that sales meetings are to be kept in all but extenuating circumstances.

Your first meeting will be somewhat long so you can introduce the new process and take plenty of time for questions. Over time, your team meetings will become shorter and more concise while you focus on keeping everyone on the same page, pushing sales down the sales funnel, and celebrating success.

Sales meetings hold the team responsible for closing the deals so you'll want those to run a little differently. A recommended agenda for your sales meetings should look something like this:

  1. Celebrate newly closed business- This would include anything that closed since the last meeting. What do you attribute the win to? Shutting up and closing, relationship, follow-up and consistent touches, seeing them at an event, an article you sent, etc.

  2. Review blocks or stuck accounts in your CRM- You might want to look at sales cycle and see if you can shorten it, run projections, and set goals. You don't want to go through ALL of your deals, but rather choose 2-3 that are creating a challenge and talk through different ways to overcome objections, get the meeting, or move them through the sales funnel. If a lead needs extra time, schedule a meeting with 1-3 people to work on it together outside of this check-in meeting.

  3. Assign open leads to a sales rep- If you have leads that are unassigned, assign them and get them into the sales funnel. Build some excitement around the new leads.

But it’s too much work. Can’t we just meet once a quarter?

The answer is no. Sales cycles change, production challenges occur, people retire and new people are hired. If you take the time to put in the maintenance work, you will be rewarded. Signs of success will begin to show in all kinds of ways:

  • Marketing will know what to write in your emails
  • Your sales reps will know exactly who to target at your next tradeshow (and who not to)
  • Your frontline people will know how to answer the phone

Quarterly or Annual Company Meetings

In addition to regular (weekly, bi-weekly or monthly) sales team meetings, it is important to hold companywide meetings quarterly or annually to discuss “the state of the state.”

A recommended agenda for your company meetings should look something like this:

  1. Review customer profiles- Make sure your whole team understands who they are and what their lifetime value to the company is.

  2. Define goals- This doesn’t have to be only revenue goals, you can set whatever goals are of interest for your company; customer satisfaction, engagement on social media, referrals, and so on.

  3. Identify the role each department has in meeting your company goals- What is it that they do to help meet those goals? You want them to “buy in” and fully understand the impact they have.

  4. Celebrate success- Give shout-outs to specific team members that are excelling and show everyone how they specifically contributed to meeting the company goals.

  5. Give an opportunity for suggestions- Someone on your team might give you the idea of a lifetime!
Everyone wants to be great at their job. Give them a goal, the process to achieve the goal, and the tools they need and you will have set them up to succeed. Take any of those things away and you only have yourself to blame when they fail.

Blogs for further reading:

You need a sales management process that sets your team up for success. When you’re ready to get started, fill out our contact form or call (207) 619-7155.