Strategic Human Capital Insights

6-Step Checklist to Accelerate Your Sales Growth

 

Increase Success with a Multifunctional, Disciplined Sales Methodology


The sales function is the front line into the marketplace and is strategically critical. Keeping the sales function aligned with strategic goals will
significantly impact growth.  


Because we are focused on WHAT, WHY, and HOW information, it is imperative to have a strategic sales methodology approach that is multifunctional and multifaceted – requiring many layers of information. Here is a breakdown of the PSP approach to accelerate your sales growth focusing on the layers of information needed to implement and sustain a disciplined sales methodology.

Download the 6-Step Checklist to Accelerating Your Sales Growth

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


To help you further understand how you can combine these layers to utilize this sales methodology, we have put together a 6-step checklist to help you plan for accelerated sales growth.


6-Step Checklist to Accelerating Your Sales Growth

Step 1.  "Tangibilizing"© Ambiguity
Step 2.  Differentiation: The Make or Break Sales Skill
Step 3.  The Focus of Questions: Power Tool in the Sales Toolkit
Step 4.  The Client Plan & the Total Client Buying Center (TCBC)
Step 5.  Sales & the DiSC Profile®: Align Salespeople & Clients 
Step 6.  Sales Upskilling as a Growth Accelerator


Phoenix Strategic Performance (PSP) has developed an approach and business development/sales methodology to provide the WHAT, WHY, and HOW information necessary to drive complex sales and accelerate growth.  We have a Strategic Business Development Learning Process coupled with our proprietary PSP Assessment and Platform that makes managing the sales process and sales results sustainable, ‘forecastable’ and strategically aligned.

 

“Successful relationship selling is not just a list of activity items.  It’s a thinking person’s occupation, requiring a plan, a process with targets and smart activity, together with integrated skills measured against the only metric that is an indicator of success – The Client Business Plan.” - Joanne Flynn

 

We invite you to download our sales growth checklist to start to take the next step toward achieving significant sales growth success.

Download the 6-Step Checklist >>

 

Topics: Business Development

Posted by Joanne Flynn

Joanne Flynn

Joanne T. Flynn heads up the human capital advisory group, Phoenix Strategic Performance, Inc. Previously, she was a Managing Director with Phoenix Group International and was Vice President / Director of Global Learning and Development at Goldman, Sachs for nine years. Joanne works with organizations as they face global growth and competitive challenges. She works with her clients to be both externally focused and internally responsive. With her unique background, she aligns competitive strategic efforts with related internal organizational leadership challenges. With the benefit of her career-long focus, Joanne contributes the unique insight of aligning strategy to internal organizational structure and process. She focuses on human capital relative to strategic initiatives, accelerated business growth, value creation, and business development. Joanne holds a Master of Arts degree in Business Management from the University of Oklahoma. In addition, she holds a double degree major in History and German from St. Elizabeth University, as well as certificates from a variety of leading universities and professional training and development organizations. Joanne has recently published her latest book, Accelerating Business Success, The Human Asset Management Strategy.

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