Too often sales professionals are told by their leaders that they must create value. However, there is a fundamental problem with this advice. Value is not what you say it is. Value is what the customer says it is. If you don’t understand what is of value to the customer you are just doing a lot of talking.
The Challenges of Sales Enablement
There are a lot of companies talking about sales enablement, but what is it? To many sales enablement is just a way to get more accountability from the marketing team. To others it’s investments in training programs. Then there are those who think better technology is what sales enablement is.
The truth is these are all elements of a successful sales enablement strategy. Before you can develop a strategy that is right for your business you first have understand where you are today.
Efficiency is the key to Profitability
Buy it today, and get it tomorrow. That seems to be the mantra of many businesses in 2019. I call it the Amazon effect. How can you compete in a world where everyone wants the solution to their problems tomorrow? Be more efficient.
In order to build, and operate an efficient business you must have well defined, and fully developed processes, and systems. In addition, your employees must be fully trained on how to effectively implement, and execute on those processes, and use those systems. Most business owners however don’t understand that they really don’t have any processes, or systems in place. What they have are a set of ideas that their employees loosely follow.
Because your employees are following these ideas every day the illusion of real processes, and systems takes root. You may have found that in the beginning you were generating revenue consistently, and delivering to your customers’ expectations. Then things started to change. Sales slowed down, and you started losing customers. At first you blamed the economy. Then you blamed the competition. Most business owners never look in the mirror, and think maybe the problem is me.
In order to incorporate efficiency in your business you have to take a good hard look at where you are today, and why you are in this place. Did you have something in place that was working well, but for some reason you decided to change what you were doing? Maybe you were just lucky, and now you realize that you never implemented any true processes, and systems.
If you are not sure if you really have processes, and systems in place the best thing to do is ask for impartial help. It can be hard to see what needs to be updated, or adjusted when you are so close to things. As a business owner you may feel that you don’t need any help. You may feel you have everything under control. You may feel that you can find a way to resolve your current challenges on your own.
What if doing it on your own does not work? Or worse what if doing it on your own causes you to lose precious time doing the things you do best? What if you miss out on extremely profitable opportunities because you didn’t seek the right kind of help? What if the help you needed was a simple phone call away?
Increasing sales is the key to profitability. The key to increasing sales is efficiency. The key to efficiency is fully developed, and documented processes, and systems. You want to be sure that you have the right tools to consistently win new business, keep your current customers happy, and grow your company. The only way to be sure you have what you need is to get an honest assessment of your current situation.
When you are ready to increase your productivity, efficiency and profitability you should schedule a no obligation initial business assessment.
Taking the short business owner survey right now is a great place to start.
Delusional Forecasting
As we begin the new year how does your opportunity pipeline look? Too many business owners build their annual forecasts based on myth. They set goals that are unrealistic and often bae them on fiction. The fiction they use is the bad data in their CRM. Some times they are not even using a CRM. They just have a list of suspects that they believe are prospects.
How do you know if your forecast is real? You have to first understand your data. The problem however is too many leaders do things to sabotage themselves. The require the entry of false data into the CRM, so they end up with false reports. Then they act surprised when things do work out as planned.
There are ways to understand if your data is real. Unfortunately, too many leaders are not willing to do the things necessary to really gain true understanding. They would prefer to believe in the hype. They hope for the best. All successful business people know, hope is not a strategy.
So how can you know for sure if your forecast for this year is accurate? You could work with someone who has a decade of experience developing 100% accurate revenue forecasts up to 2 years out.
But you would have to be willing to take a deep hard look at your business. If you want to be like the ostrich and just stick your head in the sand, go ahead. But while you are ignoring the danger signs your competitors will be busy taking your customers, and winning the competitive bids that you thought you had in the bag.
You have nothing to lose and everything to gain by doing a factual pipeline review.
So, what are waiting for?
Its January 3rd now is the time to schedule an opportunity assessment and start the year armed with the knowledge of exactly where you will end 2019.
Or you could just keep guessing, and see how that works out for you. Do you think that’s what your competitors are doing?
Contact us and find out what your real 2019 forecast is today.
What can an independent business adviser do for you?
As we come in to the final stretch of 2018 have you thought about your business plans for 2019?
How is your strategy looking? Are you meeting your sales targets? If not why?
Are you considering new marketing programs or campaigns? Is account based marketing something that will be part of your plans? How about content marketing? Do you need to revise you CRM? If you don’t have a CRM is now the time to implement one?
All of these questions can weigh heavily on a business owner. You might feel overwhelmed with all of the decisions you need to make. The good news is you are not alone.
If you had someone who has not only been a business owner, but a sales professional, marketing professional, training professional, and much more. You can be confident that you can get sound advise that can help you with your growth plans for the up coming year.
The only way to find out if an adviser is right for you is to ask. Why not ask today. You may find it’s one of the best things you did all year.
7 General Orders of Sales Leadership Free for a Limited Time.
Right now you can get a Free copy of the 7 General Orders of Sales Leadership. With only 3 months left in the year make sure you have the right tools to finish 2018 strong. Just complete the short questionnaire below. The offer ends October 15th so don’t delay. The free book is only available to the first 15 responses.
P.S.
If you miss the deadline you can still get a Free copy. Just schedule a no obligation initial business assessment. Complete the business owner survey here or call 703-226-6200 to schedule.
Your customers are experiencing more than you might think
In 2018 there are many reports about customer experience. Many businesses are setting up entire departments or teams focused on it. Many however are struggling to understand just what customer experience is and what it means for their business.
Your customers experience encompasses every interaction they have with your company, direct and indirect. Your website must provide a great experience no matter what device your customer is using. When they meet with your employees face to face, or speak to them on the phone. Even the documents such as invoices and letter influence how your customers experience your company.
If you are not sure that your customers experience is what is should be working with an independent professional business consultant can help you provide more delightful and profitable experiences.
Why Work with OSY Services LLC?
Business owners want to focus on doing what they do best. Building products and delivering services. Business process management (BPM) is normally not their main priority. BPM affects every aspect of their business. From operations, customer service, customer engagement, sales, even billing, and collections.
As a business owner you want the best returns for your investments in as short a time frame as possible. How can you increase productivity, efficiency and profitability while growing your business?
One way is working with OSY Services LLC.
Lowering operations cost, improving sales cycles, streamlining delivery, and helping you provide a delightful customer experience are just a few of the results you can expect.
With a customized plan specific to your business, you can get better financial results, and your staff will be more effective in every way.
The only way to know if you can quickly gain higher revenue through improved processes is to request your business process assessment today.
How to prove your solution is the right solution.
Ensure you have properly defined what problems your solution solves.
Ensure you understand the problems your prospects have.
Ensure your solutions align with your prospects problems.
Present evidence that eliminates any doubt about your solution.
If you are not sure how do develop a process that will allow you to provide the proof needed to win 99% of the time then a process improvement professional can help.
Customer Success Management
Customer Success Management seems to be the new buzz word in just about every industry. Businesses are trying to figure out how they can maximize revenue from their existing customers. One of the challenges they are having is trying to force old ways of thinking on to their customers while using new words to make it appear fresh and new.
This can have the direct opposite effect. The truth is entirely new processes need to be implemented. Implementing new processes is a full-time job and requires someone who is not invested in the status quo. Working with an independent consultant may be the best way to effectively enact meaningful change. In order for customer success management to be profitable your business must think outside the box. The best way to do that is to work with someone who is not already inside the box you currently have.
Customer Success Management is the future of account growth. Companies who work with professionals with the vision to see what those within an organization can’t, will be the ones who prosper the most. Many of the methodologies developed for customer success management can also be used effectively with your customer acquisitions team as well.
Businesses who are seeking greater profitability, and enhanced efficiency in their business operations would benefit greatly from working with a professional. Someone who could help them see the greater possibilities. With customer success management consulting they can greatly increase their profits.