Strategic planning helps sales reps work better as part of a team and achieve more.
Originally from New Zealand, Shane now calls the UK home. It is where his career has grown to what it is today. His record is dominated by leading and scaling 7, 8 and 9-figure rapid growth companies, mostly in real estate, construction, and service-based businesses.
Shane created Summit Leader to help 7-figure entrepreneurs scale with an 8-figure growth model. His focus is helping businesses scale from entrepreneurial to managed growth. [00:29]
Approximately 96% of businesses earn less than $1 million in revenue. Of the 4% that make it past a million, only 10% make it to $10 million.
With only .4% of businesses reaching the $10 million mark, Shane hopes to have an impact by producing more 8-figure businesses. [01:20]
As a business moves from entrepreneurial to managed growth, the management, leadership, and logistical challenges become quite different.
The startup ways of working can hinder a business rather than advance it.
Shane has been down the path many times before. He understands the importance of including sales reps in the process of strategic planning to grow a company.
Whether you are a business owner, team leader, or part of a team, it is important to understand what the company stands for and what it believes in.
It is important to know the common goal and your purpose in achieving it.
A team without priorities, or with different views, cannot work well together. [02:23]
Before you can plan where you will be in the long term, you must make decisions about who you are and what you stand for. Decide how you will differentiate yourself from the competition. In the sales world, particularly, be very clear about who comprises your target market.
Know who your ideal customers are, where they are, and what is important to them.
It starts with upfront thinking.
Know where you want to go and make a plan to get there.
Establish your guiding principles first. Build your core. When businesses fail to clearly define their values, it trickles down into the sales force. [03:35]
Think about your core as the provider of stability, power, and control that will support growth. Without a strong core, you risk instability from cultural challenges, loss of focus, disengagement, and a lack of heart.
An organization or team that is weak will struggle.
The core values are what you will do – and won’t do – to get what you want. They are the timeless, fundamental principles that define a company’s culture.
It is the first step in strategic planning because it sets your purpose. It is the root of your business.
Once you are clear about the Why of your company, you can work on the How. Where do you want to be in two, three or even ten years? What you do want to achieve? [05:50]
No matter how large or small your role, you are contributing to the larger story.
Consider the time when President Kennedy visited NASA and struck up a conversation with one of the janitors. When asked what he was doing, the janitor replied that he was helping to put a man on the moon. And he certainly was.
Strategy follows when you direct your attention and decisions to how you will differentiate yourself from the competition.
Shane believes that decisions about how to best plan and strategize come easier to companies that establish their core principles first.
It is easier to make a decision when you know what you stand for. [09:41]
One common problem among fast-growing organizations is that they simply have too many priorities. In an attempt to cover all their bases, they lose focus.
A long list of objectives combined with a scarcity of time, energy, and resources results in mediocre accomplishments. There is a failure to accomplish what matters most.
If everything is important then nothing is.
Growth and scaling are about taking one significant step at a time, checking the data and adjusting accordingly. [10:40]
Once your core is established and you are clear about your long-term focus, it is time to prioritize. Break the ten-year plan out into a three-year plan, into a one-year plan, a 90-day plan, etc.
Create routine, focus, and discipline. Don’t become overwhelmed by the monumental task of the long-term goal. Set bite-sized goals instead.
Focus on the 3-5 things that will move you forward as a team. Get into the habit of celebrating success every 90 days.
To build and maintain momentum, plan for more meetings or a daily check-in. Discuss administrative and tactical issues, provide updates, and take advantage of unforeseen opportunities. Review progress on a weekly basis.
Use the collective brainpower of your teams to tackle issues before they become problems.
Routines can set you free. Revolve your business around 90-day goals and life becomes more manageable. Take the time to do it properly. [12:41]
When the fundamental beliefs of your company are clear, they will drive your company forward.
The right people will be attracted to your teams.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.