Strategic Human Capital Insights

6-Step Approach: Increase the Probability of Sales Success With a Disciplined Sales Methodology

7/28/15 1:00 PM

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Welcome to Part I of our Sales and Business Development blog series.

The best sales strategy can fail without a disciplined sales methodology supporting it.  In sales, the results can be immediate and dramatic. 

With over 35 years of sales and business development experience consulting with the largest global financial services firms, Phoenix Strategic Performance (PSP) has developed an approach and business development/sales methodology to provide the all important WHY and HOW information necessary to drive complex sales and accelerate growth.  

Because we are focused on WHY and HOW information, the sales methodology approach is multifunctional – requiring simultaneous overlays of information.  

Conventional Wisdom

Sales and business development is often measured in terms of activity.  With enough activity, there will be increased productivity.  But, is there really a straight line that goes from activity to productivity? In the world of complex sales, those sales that take a long time and deal with complex buying centers, there is often not a direct correlation between activity and productivity. If there were, life would be so simple and sales productivity would be through the roof. 

The WHAT Information

Today, there are a variety of CRM and sales tracking tools available to capture information about what salespeople are doing. The operative word is WHAT – the quantitative sales picture.   This is important and necessary information, but it does not give us the full picture. For peak performance and high sales productivity, we need both the WHAT AND the WHY and HOW, the qualitative information that is necessary to manage complex sales.

The Phoenix Strategic Performance Approach - The Why and How Information: 6-Layer Approach

  1. Layer One: Determine the Market-driven Strategic Business Development Landscape
  2. Layer Two: Benchmark the Ideal Sales / Business Development Role & Determine the Required Competencies
  3. Layer Three: Determine the Ideal Personality Profile of the Salesperson (DISC)
  4. Layer Four: With CRM / Tracking Information, ‘Dimensionalize’ the WHAT Information
  5. Layer Five: Set Sales Goals and Targets to Proactively Manage the WHAT information with the HOW and WHY
  6. Layer Six: Hire the Right People from the Start with Benchmark and Profile Analysis

 

Today, a surefire way for an organization to accelerate growth is through the sales and business development function. It is a strategic imperative to ensure that its sales team is robust and armed with the most relevant, competitive knowledge and skills to compete in the marketplace.

Our multilayered sales methodology approach will benchmark and assess the current state of your sales team. Our time-tested, results-driven Competitive Business Development Forum will identify and close any performance gaps. The result will be a strategically aligned sales team that will accelerate growth and create value.  We invite you to learn more about our Sales & Business Development program as part of the Phoenix Strategic Performance Institute.

Explore the Sales & Business Development Program

 

Topics: Business Development

Posted by Joanne Flynn

Joanne Flynn

In 2014, Joanne Flynn founded Phoenix Strategic Performance, a strategic human capital advisory firm. Prior to this, Joanne was Vice President at Goldman Sachs for 10 years responsible for global learning and development. She then led the consulting practice of Phoenix Group International, a consulting firm specializing in global financial service. Joanne is now taking best practices from the people-intensive financial services industry and adapting those best practices to startup and growth businesses. She is a thought leader in the areas of strategic organizational alignment, organizational agility, human capital gap analysis, leadership challenges for the new workplace and transformation leadership.

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