Growth is vital for any company, regardless what you do. When a company needs to grow faster, sales can be one of the first places to search for opportunities to improve. Barriers to expansion are often hard to evaluate, so a seemingly easy solution is to encourage the salesforce to sell more. However, the roadblocks to growth might lie within how sales is structured and organized, not in lazy sales persons nor in their sales skills. This is where sales systematization comes in. Sales systematization can remove hindrances and create an environment that supports growth.

1. THE ART OF SALES
SYSTEMATIZATION
Why sales systematization is so important
for your sales force

2. When your organization isn’t growing
quickly enough, an easy solution is to
blame your sales force.
PROBLEM

3. However, the lack of growth is typically
not caused by the laziness or insufficient
skills of sales persons.
PROBLEM

4. It is caused by the lack of sales
systematization.
PROBLEM

5. When your sales aren’t properly organized, it is
hard to get the needed growth.
PROBLEM
€ € €

6. Sales systematization creates an environment
that supports growth.
PROBLEM
€ € €

7. This means better transparency,
efficiency and customer satisfaction.
PROBLEM
€ € €

8. But what exactly is this sales
systematization we are talking about?
PROBLEM

9. SALES SYSTEMATIZATION
Sales systematization

10. Sales systematization is defining a shared
way of working.
SALES SYSTEMATIZATION

11. This shared way should be thought and
intended.
SALES SYSTEMATIZATION

12. It means that current practices, roles and
tools are evaluated and reshaped to
support your business
SALES SYSTEMATIZATION

13. Not like this
SALES SYSTEMATIZATION

14. More like this
SALES SYSTEMATIZATION

15. Practices are agreed and planned, not
forced.
SALES SYSTEMATIZATION

16. So what are the real benefits of sales
systematization?
SALES SYSTEMATIZATION

17. Benefits of sales systematization
Ability to grow
Less overlapping work
Leaner mindset
Appropriate sales management
Minimized effect of personnel changes
BENEFITS

18. BENEFITS ABILITY TO GROW
Ability to grow

19. Acting as a united company is a great
vision, but that often isn’t the case in
reality.
BENEFITS ABILITY TO GROW

20. When sales is systematized, the sales
operates in the same agreed way in
different locations.
BENEFITS ABILITY TO GROW

21. Not like this
BENEFITS ABILITY TO GROW

22. More like this
BENEFITS ABILITY TO GROW

23. Less roadblocks, more collaboration.
BENEFITS ABILITY TO GROW

24. Less hassle, more execution.
BENEFITS ABILITY TO GROW

25. BENEFITS LESS OVERLAPPING WORK
Less overlapping work

26. Overlapping work does not add value to
the company nor the customer.
BENEFITS LESS OVERLAPPING WORK

27. It slows down organizations and creates
excess workload and complexity.
BENEFITS LESS OVERLAPPING WORK

28. This means people don’t know what
others are doing or what they have done.
BENEFITS LESS OVERLAPPING WORK

29. Overlapping work causes confusion,
misunderstandings, hassle and wasted
resources.
BENEFITS LESS OVERLAPPING WORK

30. Transparency and open communication
increase knowledge sharing.
BENEFITS LESS OVERLAPPING WORK

31. With proper information flow, there’s less
wasted resources and opportunities.
BENEFITS LESS OVERLAPPING WORK

32. Ideally all knowledge is stored in digital
systems.
BENEFITS LESS OVERLAPPING WORK

33. BENEFITS LEANER MINDSET
Leaner mindset

34. Systematized and leaner sales is one way
to improve process efficiency.
BENEFITS LEANER MINDSET

35. Lean thinking is about continuous
improvement.
BENEFITS LEANER MINDSET

36. It is also about minimizing non-value
adding practices.
BENEFITS LEANER MINDSET

37. Someone could call it automatization.
BENEFITS LEANER MINDSET

38. Automatization increases the amount of
meaningful work and decreases the
exhausting routine tasks.
BENEFITS LEANER MINDSET

39. In sales, this means releasing time from
background routines to customer
meetings.
BENEFITS LEANER MINDSET

40. For a sales person, this is a dream come
true.
BENEFITS LEANER MINDSET

41. BENEFITS APPROPRIATE SALES MANAGEMENT
Appropriate sales management

42. Systematized practices release time from
administrative tasks to leadership.
BENEFITS APPROPRIATE SALES MANAGEMENT

43. For management this means more
leading people and results, less micro
management.
BENEFITS APPROPRIATE SALES MANAGEMENT

44. It is easier to lead and guide people,
when sales personnel behave in an
agreed way.
BENEFITS APPROPRIATE SALES MANAGEMENT

45. Micro management isn’t efficient. Stop doing
it.
BENEFITS APPROPRIATE SALES MANAGEMENT

46. Systematize your management practices.
BENEFITS APPROPRIATE SALES MANAGEMENT

47. BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES
Minimized effect of personnel
changes

48. It is inevitable that important personnel
change.
BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES

49. When sales personnel change jobs or
retire, the change should be as
convenient as possible for the customers.
BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES

50. Personnel changes can cause outflow of
vital know-how and information.
BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES

51. With systematized practices, the information is
up to date and stored in shared tools and
systems.
BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES

52. This means minimal loss of information.
BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES

53. With easily accessible information, the
onboarding of a new employee is easier
and faster.
BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES

54. Colleagues can support the new
employee better, when the practices are
mutual and well-known.
BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES

55. Sales systematization helps to minimize
the negative effects of personnel changes
and maximize the utilization of best
practices.
BENEFITS MINIMIZED EFFECT OF PERSONNEL CHANGES

56. Conclusion
CONCLUSION

57. Sales systematization creates a more
transparent environment that supports
growth.
CONCLUSION

58. Benefits of sales systematization
Ability to grow
Less overlapping work
Leaner mindset
Appropriate sales management
Minimized effect of personnel changes
CONCLUSION

59. In fact, there are some additional benefits
as well.
CONCLUSION

60. Additional benefits of sales
systematization
Customers served according to their needs
Better customer experience
CONCLUSION

61. Learn more in our
white paper!
CONCLUSION
Request a copy!

62. It also explains what to
consider when
systematizing sales.
Request a copy!
CONCLUSION

63. Thank you!
CONCLUSION

64. Follow us
Contact us 3xo.fi/lets-talk/
Our blog 3xo.fi/corporate-mindfuck/
LinkedIn linkedin.com/company/3xo
Facebook facebook.com/3XO.fi/
Slideshare slideshare.net/3XO

65. 3XO is a Helsinki based management
consultancy specializing in sales
systematization and digital sales tools.
More on 3xo.fi

66. Contact us
CHRISTIAN PELTONEN
CEO & Co-founder
+358 50 321 2460
christian.peltonen@3xo.fi
ATSO TAKALA
Co-founder
+358 50 373 9252
atso.takala@3xo.fi
MIIKKA LAITILA
Consultant
+358 50 409 3473
miikka.laitila@3xo.fi
SAMPO SAARENPÄÄ
Senior Consultant
+358 50 592 1699
sampo.saarenpaa@3xo.fi
ISMO FORMULAHTI
Sales Manager
+358 40 526 5232
ismo.formulahti@3xo.fi
Read more: 3xo.fi

67. Learn more in our
white paper!
CONCLUSION
Request a copy!