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721The Seven Strategies for B2B Sales Management Success in the 21st Century
721
The Seven Strategies
for B2B Sales Management
Success in the 21st Century
IntegrateSalesandMarketing.One
DefineYourPro...
721The Seven Strategies
for B2B Sales
Management Success
in the 21st Century
Are you all too familiar with the Sales staff...
721The Seven Strategies
for B2B Sales
Management Success
in the 21st Century
Study your industry’s best practices. Analyze...
721The Seven Strategies
for B2B Sales
Management Success
in the 21st Century
The days when the lone-wolf sales model made ...
721The Seven Strategies
for B2B Sales
Management Success
in the 21st Century
These days most people know and can recite fr...
721The Seven Strategies
for B2B Sales
Management Success
in the 21st Century
We humans are more complex than any machine e...
721The Seven Strategies
for B2B Sales
Management Success
in the 21st Century
Instinct is a wonderful thing, but managing a...
721The Seven Strategies
for B2B Sales
Management Success
in the 21st Century
At the same time,
keep a highly
granular clos...
721
The Seven Strategies
for B2B Sales Management
Success in the 21st Century
IntegrateSalesandMarketing.One
DefineYourPro...
Learn more
about
finding only
the best people.
Learn more
about
how to measure
the right things.
Learn more
about
The Cent...
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7-21: The Seven Strategies for Sales Management Success in the 21st Century

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In order to succeed in the 21st century, follow these seven strategies.

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7-21: The Seven Strategies for Sales Management Success in the 21st Century

  1. 1. 721The Seven Strategies for B2B Sales Management Success in the 21st Century
  2. 2. 721 The Seven Strategies for B2B Sales Management Success in the 21st Century IntegrateSalesandMarketing.One DefineYourProcess.Two StaffwithSpecialists.Three Onlythebestpeople.Four Developeachperson’sstrengths.Five Measuretherightthings.Six Looknearandfartoimprove.Seven
  3. 3. 721The Seven Strategies for B2B Sales Management Success in the 21st Century Are you all too familiar with the Sales staff that blames Marketing for weak leads? Or the Marketing team that gripes the salespeople can’t sell? You’ll doom yourself to failure if your company continues to manage Marketing and Sales as two different departments, as if they are two independent or separable functions. It’s a single process from thought leadership to lead generation to lead nurturing and qualification, and then on to the client needs analysis, solution development, implementation, account management, and resell or renewal. Perhaps there was once a time when the tug-o-war worked. Today, you need a single team under a single leader with fluid communication and coordinated goals. This will produce not just peace, but profits. One.IntegrateSalesandMarketing.
  4. 4. 721The Seven Strategies for B2B Sales Management Success in the 21st Century Study your industry’s best practices. Analyze the commonalities between how your company’s most successful producers operate. Call in an outside strategy firm. Whichever method(s) you choose, settle on the sequence of steps that produce the best outcomes—the most clients of the right type, paying the strongest prices, generating the most profit, getting the highest satisfaction, sticking around for the longest time. For example, you might establish this five-step process: Two.DefineYourProcess. Formalize the process. Determine the best methods for accomplishing each step as well as the information and resources needed. Set quality standards for each step that indicate when that step is completed and the account should be moved to the next step. Program the sequence and the standards into your CRM, ERP, or pipeline management software. A B C ED► ► ► ►
  5. 5. 721The Seven Strategies for B2B Sales Management Success in the 21st Century The days when the lone-wolf sales model made sense are long gone. When selling was simple, one-to-one, and face-to-face, the lone-wolf model had some traction. Today, selling is complex, team-oriented, and rarely in-person—and the old model just gets in the way. Look back at the steps you determined in Principle Two. Can you imagine one person having the talents, the skills, and the temperament to be outstanding in all those functions? Neither can we. Today, you want to staff with specialists for each step in the sequence. Let each person handle the aspect they’re best at. Do you think this reduces accountability? The opposite is true. Keep reading and learn how this division-of-labor approach makes it easier to know where your sales problems are and what to do about them. Three.StaffwithSpecialists. A B C ED► ► ► ►
  6. 6. 721The Seven Strategies for B2B Sales Management Success in the 21st Century These days most people know and can recite from memory that famous sentence from Good to Great author Jim Collins, “Get the right people on the bus, the wrong people off, and the right people in the right seats.” But do they grasp its transcendent significance? With the right talent in the right seats, you can do almost anything; without, you can do almost nothing. And do they practice it? Do they have the systems, standards, practices, and total commitment to select and retain the best? And do they practice its corollary—to release those whose performance hasn’t measured up? Finding a lone-wolf salesperson who has all the talents required is a tall order. But when each step is staffed with a specialist, you’ll be surprised how easy it is. Four.Onlythebestpeople.
  7. 7. 721The Seven Strategies for B2B Sales Management Success in the 21st Century We humans are more complex than any machine ever devised. We succeed wholly because of our strengths. How far we go, how high we soar, depends only on how well we develop our talents and how much opportunity we have to use those strengths. How each of us behaves from moment to moment is the result of a fascinating combination of our major and lesser strengths, interacting with our various non- strengths. A good coach, mentor, or manager, equipped with a strong talent assessment, has the information to cast each person into a role where their strengths align as perfectly as possible with job requirements. The manager or mentor then optimizes the person’s performance by helping them build their strengths and work around (not fix!) their non-strengths. Five.Developeachperson’sstrengths.
  8. 8. 721The Seven Strategies for B2B Sales Management Success in the 21st Century Instinct is a wonderful thing, but managing a sales organization by gut feel is so 20th century. The world is awash in data, and savvy sales organizations are highly data-driven. The challenge today is to choose the right data for your dashboard, to limit your inputs to those metrics that you know matter. Globally, you might decide to measure, for example, lead flow, lead conversion, new business, and repeat business. But you can also measure each step in your sequential process. Because you created quality standards to determine when each step is complete and a handoff is in order, you can now track each person’s performance—and have a very granular view of where your sales problems (and solutions!) lie. Six.Measuretherightthings.
  9. 9. 721The Seven Strategies for B2B Sales Management Success in the 21st Century At the same time, keep a highly granular close-up view of your own operation. Develop feedback systems that are specific and timely. • Track how your solutions are performing for clients, and see the opportunities to increase client satisfaction. • Track how your process and your people are performing, and see how to pinpoint—and rectify— problems before they become destructive. Stay focused on the horizon—and beyond. Get a wide- angle image so you can take it all in. Develop intelligence Seven.Looknearandfartoimprove. systems and sources. Subscribe and read. Study trend data. Talk to clients, prospects, and competitors about how the world is changing. Prioritize your links to emerging technology. Look for trends in your own internal data. Hold strategy sessions in which you attack yourself.
  10. 10. 721 The Seven Strategies for B2B Sales Management Success in the 21st Century IntegrateSalesandMarketing.One DefineYourProcess.Two StaffwithSpecialists.Three Onlythebestpeople.Four Developeachperson’sstrengths.Five Measuretherightthings.Six Looknearandfartoimprove.Seven
  11. 11. Learn more about finding only the best people. Learn more about how to measure the right things. Learn more about The Center for Sales Strategy. © www.TheCenterforSalesStrategy.com. 7-21 The Seven Strategies for Sales Management Success in the 21st Century-B2B

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