Not all companies are created equal. Five key differentiators separate the cream of the crop for sales and sale-focused companies. In today’s episode of The Sales Evangelist, Donald discusses the five key components that successful sales-focused companies have in common.
Everyone in the organization is selling.
- This doesn’t mean every position in the company is a salesperson; we still need our accountants and other critical roles.
- Instead, this means that the employees believe in the organization’s mission, and they sell the organization because of its powerful mission.
- Adjust your focus and mission to ensure it is clear and something everyone can get behind.
Salespeople are treated as the best in the company.
- Salespeople are the front line of the people giving money to your company.
- Salespeople are crucial to bringing money into the organization. If you treat your sellers poorly, you’ll have high turnover (and thus lower sales.)
- The key? Treat sellers like they’re needed and appreciated. (And you should probably apply that mentality to every role in your company.)
Sales education is provided to sales professionals
- You want your sellers to spread the word about your company’s mission.
- Infuse your salespeople with the greatest of the organization. Provide books, seminars, and boot camps to help provide the techniques sellers need to thrive in their roles.
- These salespeople will stay with you because you’re providing value to them.
- The Sales Evangelist has training programs you can use to help your sellers master their profession.
Sellers are challenged to become better.
- Top organizations challenge sellers to be accountable for their work.
- The best sellers are the ones who consistently set new goals and hit new quotas.
- Look for ways to be better, and you’ll constantly raise the bar to make more money for yourself and your company.
You have the right KPIs in place that encourages you to grow.
- KPIs should not focus exclusively on the end result. While outcome-based KPIs are useful, the best companies understand which other metrics best drive results.
- Leading indicators make better KPIs because sellers have direct control over how they can fulfill the actions associated with them.
This episode is brought to you in part by Skipio.
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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.