Creating a Sales-Focused Organization

What goes into creating a Sales-Focused Organization? In our series, we have addressed elements that include sales process, messaging, the conversations salespeople have, sales management and a high-performance sales team. We now turn our attention to creating a sales-focused organization. 

Critical elements that must come together include leadership, strategic direction, clear targets (markets, differentiators, goals) and all the sales elements we’ve covered in our last 3 articles. For some organizations, evaluating the current team through a Sales Effectiveness and Improvement Analysis (SEIA) can be a game changer. For companies that have many salespeople, have had a sales manager in place for a while, this analysis can rapidly offer insight on gaps that once closed create for a great return on investment.

What is the view or mindset of your organization toward its sales team? The sales team should be viewed as a high performance team, no different than a professional sports team. The entire organization (employees / leadership) must get behind the sales team and be supportive, helpful, and passionate about winning, succeeding, and driving results. Something as simple as setting the mindset of ‘everyone sells’ can be a shift in the culture and attitudes embraced by the organization.

Has organizational leadership made clear its go-to-market strategy, along with high value targets? Is the sales manager and sales team equipped and armed with the needed information to carry to prospective customers? Too often sales teams are expected to function just like an owner or leader would, often relying on passion and inside knowledge the sales team doesn’t have access to. Is your sales team set up for success or failure? What information does the owner or leadership have that once shared becomes a game-changer?

Read the full article on our website.

Are you ready to begin your journey?

Have you struggled in the past to develop an effective sales focus, giving your business what it needs to thrive?

Whether you are satisfied with the effort, focus, and results of your sales team, many people we speak with have been hesitant to act – simply because they don’t know where to begin. If you’re open to a brief call, let us know and we can take the first step together.

Call us at 248-468-7400 or fill out our contact form to receive a download of our Sales-Focused Organizational Checklist! Together, we can assess how your company is doing from a sales, messaging, management, and performance standpoint, and determine the best way to help you achieve your goals.