regnordman.com - The three things a CEO can do to help Sales. Tips from a CEO
A new entry titled The three things a CEO can do to help Sales. Tips from a CEO has been posted to " Knights on the Road "
1. Hire the right sales people. Great sales people are coin operated. They need a repeatable, proven series of steps to follow to bring in the right kind and right number of sales you need. If you are too early in your growth to have learned what is needed from several customers, you will frustrate and lose the top sales guys.
If you are in a very early stage looking for your first customers and have yet to "know" your repeatable method to use to capture sales you need a Business Development type person. Or is this a Channel type of sale?
Different stages, different industries, different models need different types of selling. Some sales guys are sniffers, some are killers, some are missionaries. But don't think solving your "sales problem" requires you to just "hire a sales guy."
2. Use a simple consistent sales process/system. Avoid evangelistic types like the plague. E.g. There is a superb free (open source) system called sugar.com. One size of sales process does not fit all. They need to be customized to your needs. But keep it simple
3. When you measure, use metrics that are shared by the sales and marketing team. The team has to buy into the numbers. Top down metrics do not work. You can manage for activity, not results. So concentrate on finding with the team the activities that will move sales forward. Then measure those.
Tips for Paul Maurer, CEO of Actenum to the Rocket Builders Go2Market Program (RocketAcademy) on May 16th 2007
Feel free to take a look at the article here:
http://www.regnordman.com/2007/05/17/the-three-things-a-ceo-can-do-to-help-sales-tips-from-a-ceo/
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