Naro Notables

Posts Tagged ‘Sales enablement’

Two Key Elements to Successful Sales and Marketing Transformation

If you want to read  a great success story about a high-profile sales and marketing transformation effort, check out this article about  Sungard in the publication Selling Power. There are two key elements of this story I find consistent with other successful sales transformation efforts. The first is that there is an “advocate”, someone who is vested heavily in the outcome of the project, and secondly, the company is leveraging change management practices.

The executives at Sungard realize they have to change in order to grow market share. The initial self assessment is very hard, especially when you are a $1 billion plus company. For advocates, it’s also clear that the more work you do up front regarding change management the easier it is to get support and funding for a project. If you are ready to get started on your own self assessment, visit the Naro Group Knowledge Center and read the article entitled, “Self Assessment for Driving Revenue Growth.” Or if you are ready to create your own sales and marketing transformation, check out these consultation options I offer for driving optimal sales performance.

 

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Coaching and Developing Sales People Trending as Focus

Two recent announcements show growing interest in developing and coaching sales people, as well as the need for sales managers to reallocate their time to not only complete their own tasks but also help their sales people improve their performance.  Included in Sales Dot Two Inc.’s announcement of the agenda for its upcoming Sales Performance Management Conference  is mention of a Sales 2.0 Impact Survey showing “that the number one challenge for B2B sales leaders this year has been training and coaching.” And, from CSO Insights 5th Annual Sales Management Optimization study we find that “The best-in-class companies’ managers spend less time selling and more time coaching. And they focus their coaching less on specific deals and more on their reps’ development using metrics, not hunches, to do so.” Based on my experience working with first line sales managers, I have included tips for refocusing sales mangers time for specific coaching and development areas: http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Refocus-Sales-Managers-and-Drive-More-Revenue.pdf.

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Linking Sales Training to Revenue Growth

I read an interesting CareerBuilder.com report linking stalled revenue growth to the lack of formal sales training. While 35% of the companies surveyed for the report say they missed their revenue goals, 55% of sales leaders said they spent $10,000 or less annually on sales training. The conclusion of the report is that company’s need to invest more in training on critical selling skills. While I agree with the conclusion, my experience has been that company’s first need to remove several barriers to leveraging their investment in sales training. I’ve outlined those barriers and how to deal with them in the following article: http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Linking-Sales-Training-to-Revenue-Growth.pdf.

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Marketing and Sales Going Mobile

I attended a great session last night put on by SMEI – Boston regarding “mobile” as part of marketing and sales planning. The discussion lead to understanding mobile as very useful in solving “pinpoint” problems not only in the B-to-C world, like point-of-sale solutions and health care management, but also in B-to-B world around supply chain management and inventory control. There were lots of great examples from small businesses to large pharmaceuticals and construction applications. My big takeaway, really, there IS an App for that … almost whatever you can imagine. But the formula for success is clear, as stated by Lori Cohen of Mobiquity, “focus on [the] user experience” as part of your mobile strategy. It also goes without saying, solve a specific problem that either drives efficiency or increases productivity, which will lead to driving other business goals such as customer satisfaction, and revenue growth.

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Get a Jump on 2013 Sales Planning

December is a bear. Not only is everyone immersed in the holidays, but as a sales or marketing executive, you and your team are driving yearend revenue.

And of course, there is next year’s sales strategy to plan, and a kick off meeting to organize.

By this time of year, you probably have a long list of organizational and process changes that you think will increase the effectiveness of your sales team – and drive more revenue. You know what worked well this year and what didn’t.

Some sales executives think that the kick off meeting is the perfect place to introduce change. But did that work last year?

There’s a Better Way

Man jumping over the year 2013.

For 2013, why not launch a continuous improvement strategy that initiates at your sales meeting, but goes on throughout the year in a very delineated, effective way?

Your first step in this plan is give me a call. I’m offering a two-hour consultation – at no charge – on how to effectively introduce change into your 2013 sales plan. With a comprehensive exchange of ideas, you and I will review your sales plan, analyze changes in your buyers’ behaviors, and discuss how to expand the role of marketing. I will also introduce opportunities for closing sales faster, and discuss how to manage change throughout 2013 in a way that is most effective.

Here’s what your hands-on, one-on-one consultation for will cover:

  • A Sales Plan Review: What strategies, tactics, and activities will you need in 2013 to succeed?
  • Changes in Buyer Behavior: What changes are needed to provide the best buying experience for your prospects?
  • Sales Stages: What activities are needed to keep moving opportunities to closure?
  • Marketing & Sales Connect: What qualifying criteria constitutes a sales lead? Sales Management: How can you motivate your team to execute the plan?
  • Change Management: What critical improvements are necessary for a successful execution of your sales plan?

This is normally a service that I would charge $1,250 for, but it’s yours free if you sign up by December 31, and schedule your meeting before March 29, 2013.

The Reserve Your Time button takes you to an easy scheduling service – you can see the times I’m available and can pick the one most convenient for you.

I want you to have a successful 2013, so let’s start it off right. Call me today and schedule your consultation. It may just be one of your best investments for 2013!

reserve your time button

 

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Here’s a Workshop You Won’t Want to Miss!

Join me and other senior sales, marketing, and operational executives on September 11 in Lexington, MA for a half-day workshop that promises to help you find ways to improve revenue performance.

Sponsored by Sales & Marketing Executives International (SMEI), this workshop will help you recognize what is keeping your sales organization from driving an ideal level of performance. You will uncover where the performance gaps are that deter revenue generation at the organizational level and be equipped with tools to close the gaps by the time the workshop ends.

During the workshop, I will share with you a sales and marketing transformation framework and a self-assessment process that will help you:

  • Establish what business results you want to drive
  • Identify sales and marketing objectives needed to achieve results
  • Determine which metric-driven activities will help you meet objectives
  • Assess sales readiness and enablement capabilities
  • Understand the value of potential initiatives
  • Review change management fundamentals

Since space is limited for this workshop, I recommend that you reserve your seat today.

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Ready to Drive More Revenue?

The Naro Group's free Sales Performance Assessment uncovers revenue-blocking obstacles within your sales organization. Using the core capabilities of high-performing sales organizations as a baseline, the assessment will discover where your organization's proficiency falls short in these areas of sales effectiveness:

Sales Readiness

How quickly and efficiently are your sales people moving qualified pipeline opportunities to closure? Do your existing sales methodologies and processes fully support your sales team? Do your sales people have the skills, pipeline models, forecasting capabilities, opportunity management, and planning tools that they need to succeed? Are they engaging in the right activities throughout the sales cycle?

Sales Enablement

Do your sales people have all the intelligence they need about your products, markets, and the competition? Do they have access to the right knowledge-based support tools? Is each member of your sales team fully prepared to sell your specific offerings? Can your sales people have conversations that engage buyers and lead them into sales cycles?

Learn what gaps might be hindering your sales organization.

Schedule your free Sales Performance Assessment now. Call The Naro Group at 603.881.7712 or email us today.