As a fractional VP of Sales, I’ve witnessed many companies struggle not due to a lack of opportunities but because of inefficient time management. In a world where the potential market is vast, and the economy’s ebb and flow is a constant, the real game-changer is how you manage your time.
1. Prioritizing Revenue-Generating Activities
Prioritizing tasks is crucial based on their potential for immediate revenue generation. Ask yourself: What can I close today? Focusing on high-priority, revenue-generating activities is essential. This means deliberately carving out time in your schedule for these tasks.
2. Strategic Time Blocking
I advocate that many people should implement strategic time blocking. This involves reserving specific periods in your day exclusively for high-value activities. Whether it’s client meetings, follow-up calls, or strategic planning, these blocks of time should be non-negotiable and dedicated solely to tasks that directly contribute to your revenue goals.
3. Reducing Time on Non-Sales Activities
A common pitfall for many sales professionals is spending too much time on non-sales activities. The goal is to shift this balance. If you’re currently spending 20% of your time on sales, aim for 30% or 40%. This shift can significantly enhance your productivity and sales outcomes.
4. Setting Daily and Weekly Goals
Don’t just block time, but also set clear, achievable goals for client interactions. These goals should be tracked daily and weekly, ensuring you’re consistently progressing and adjusting your strategies as needed.
5. Accountability and Continuous Improvement
Regularly review how much time you’re spending on client interactions and sales activities. Strive for incremental improvements – even a 10% increase in dedicated sales time can lead to substantial growth in your business.
If you want to dive deeper into these strategies and transform your approach to sales this year, check out my latest video. It’s filled with insights and practical tips to help you make the most of your time and drive significant revenue growth.
Happy selling, and here’s to a prosperous year ahead!
Achieving sales success goes beyond just understanding your product or service. It involves establishing strong and enduring connections with your clients. As a Fractional Vice President of Sales, I have learned the immense value that relationships play in driving business growth. This year calls for a shift in our approach to sales.
The economic landscape is always filled with challenges, but the key lies in deepening connections with both existing clients and potential prospects. Personalizing communication becomes crucial—moving beyond generic greetings to truly engage with clients personally, understanding their unique needs and how they interact with what you offer.
If you haven’t had any contact with a client for 90 days, chances are they have forgotten about you. Regular check-ins are essential, especially for your most important clients. Aim to maintain a communication cycle of 30 to 60 days with key clients to keep your relationship active and ensure that your services stay at the forefront of their minds.
Don’t solely focus on existing clients; continuously seek out new prospects as well. Set an attainable goal of establishing one new client relationship per month. This proactive approach to acquiring clients is crucial for maintaining long-term growth.
Having a structured method to track client interactions is highly important. If you don’t already have a Customer Relationship Management (CRM) system, acquire one. Ensure that you document every engagement, not just responses to RFPs but also genuine and meaningful conversations.
Networking events offer abundant opportunities for new connections. There’s nothing quite like a personal introduction. Aim to attend at least three networking events this year and utilize these platforms to meet potential clients and gain valuable introductions.
These strategies are just the beginning of what can be accomplished. For more detailed insights on these approaches and how they can transform your sales techniques in this new year, I encourage you to watch my latest video. Begin implementing them now and witness your sales performance soar.
As someone with experience as a VP of Sales, I am very familiar with the ups and downs of the economy. Every year, experts predict challenges, often painting a negative picture of the business world.
However, what if I told you this year could be your most successful one yet despite these predictions? That’s what my latest video is all about. It’s filled with valuable strategies to empower salespeople, sales managers, and CEOs of small companies.
Debunking the Myth of Economic Downturns
The first eye-opener is simple but profound: stop worrying about the news. Being well-informed is essential, but being overwhelmed by pessimistic forecasts only hinders progress. Remember that your market share is likely a fraction of the overall market size. A minor economic decline doesn’t have an impact on your potential success. It can be an opportunity to refocus and gain market share.
Customer Profiling: The Key to Tailored Success
At the heart of a great sales strategy lies customer profiling. Understanding customers and what motivates them is crucial. This goes beyond their preferences and involves anticipating their future needs and desires. Markets evolve constantly, so you must continually adapt your understanding of your customer base.
This process involves conducting research and sometimes even short surveys to understand why your clients choose you and how you can better meet their needs.
Addressing Current Challenges for Future Benefits
Identifying and resolving the challenges faced by your clients is crucial. Often, other clients also experience the challenges. Finding solutions to these issues strengthens your relationship with existing clients and creates a roadmap for attracting new ones.
Time is of the Essence
Time is something we cannot afford to waste. The objective is to refine these strategies within two weeks. Procrastination hinders progress in sales. By taking action, you set a precedent for the rest of the year, avoiding the familiar rush to meet quarterly targets.
I encourage you to watch the video for an in-depth exploration of these strategies. It offers more than advice; it provides a blueprint for thriving in any economic climate. Start now. Make this year your most successful yet.
Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey engage in a compelling conversation with Paul Fuller, the Chief Revenue Officer of Membrain. In this episode, they delve into the challenges and strategies of leading a sales team, especially as we approach the new year with fresh goals and targets.
Key Topics Discussed
The Role of a Chief Revenue Officer: Paul Fuller shares his experiences and responsibilities in driving sales and revenue growth.
Motivating Sales Teams for the New Year: Strategies to inspire and prepare sales teams for achieving new goals as the fiscal year resets.
The Importance of Sales Methodology and CRM Tools: Discussion on how effective sales methodologies and CRM tools can enhance sales performance.
Setting Realistic Sales Goals: Balancing company needs with individual salesperson goals for optimal performance.
The Art and Science of Sales: Exploring the blend of methodical processes and creative problem-solving in sales.
Key Quotes
Paul Fuller: “Our why is to elevate the sales profession. It’s about empowering ourselves, our partners, and the companies we work with.”
Kevin Lawson: “Good management is always good management, whether you’re doing it with high technology influence or low technology influence.”
Sean O’Shaughnessey: “How do you find that importance in what you sell and in your life, especially when it’s not as inherently exciting as some products?”
Membrain CRM: A sales optimization platform mentioned by Paul Fuller – https://www.membrain.com/.
Summary Paragraph
This episode of “Two Tall Guys Talking Sales” is a must-listen for sales professionals seeking to start the new year on a strong note. With Paul Fuller’s insights on effective sales leadership, the importance of CRM tools, and the art of sales, listeners are equipped with valuable strategies to elevate their sales game. Whether you’re a seasoned sales leader or new to the field, this episode offers practical advice and motivation to achieve your sales goals in the upcoming year.
Join hosts Kevin Lawson and Sean O’Shaughnessey as they dive into the crucial topic of preparing for annual sales kickoffs in this insightful episode of Two Tall Guys Talking Sales. With the holiday season just around the corner, our hosts share their expert strategies for transitioning from holiday cheer to sales gear.
Key Topics Discussed:
The Importance of Annual Kickoff Meetings: Discover why these meetings are vital for setting the tone for the fiscal year and how they can energize your sales team.
Planning for Success: Learn the steps to plan an effective sales meeting that isn’t just another PowerPoint marathon.
Choosing the Right Venue: Understand the significance of selecting a venue outside your usual office space to foster creativity and focus.
Involving Key Players: Get insights on who should be part of your sales kickoff to maximize impact, including departments beyond sales.
Guest Speakers and Motivation: Explore the benefits of inviting guest speakers to inspire your team and why thinking outside the box is crucial.
Community and Team Bonding: Find out how community service can be a powerful team-building exercise and contribute to a positive company culture.
Key Quotes:
Kevin: “You don’t just wake up and hit quota. You don’t wake up and pull off an annual sales meeting. It’s time to climb the mountain.”
Sean: “2023 is over. Now you’re at 2024 and guess what? You haven’t sold a single thing yet. It’s time to energize the team and get them going.”
Summary Paragraph:
In this episode of Two Tall Guys Talking Sales, Kevin and Sean provide a masterclass on transforming the annual sales kickoff from a dreaded event into a dynamic and motivating experience. They emphasize the need for meticulous planning, the power of a change in scenery, and the importance of including diverse voices and departments. With their practical advice and real-world examples, this episode is a must-listen for sales leaders and team members looking to start their fiscal year with a bang. Tune in to ensure your next sales meeting is productive and truly inspiring.
Remember to subscribe to Two Tall Guys Talking Sales for more valuable insights on sales strategies and leadership. Happy selling!
You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration – kevin@lighthousesalesadvisors.com – https://www.linkedin.com/in/kwlawson/
This special episode of Two Tall Guys Talking Sales comes from a recent CEO Workshop put on by Sean O’Shaughnessey and Kevin Lawson. It was taken from a LinkedIn Live presentation that aired on September 29, 2023. You can listen to this episode or click over to the LinkedIn Live presentation at https://www.linkedin.com/events/ceoworkshop-understandyourclien7106962760084688896/
Are you a sales leader or CEO looking to supercharge your sales strategy? In this episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey delve deep into the art of understanding your client’s business to sell more effectively. Sean, a seasoned sales expert, shares invaluable insights on transitioning from being just a vendor to becoming a trusted advisor. This episode is a treasure trove of actionable advice, real-world examples, and strategies that can be immediately implemented to elevate your sales game.
Key Topics Discussed
The Power Matrix: Learn how to identify and engage with key stakeholders in your client’s organization, from decision-makers to influencers.
Consultative Selling: Discover the essence of becoming a trusted advisor rather than just a vendor and how this approach can significantly impact your sales.
Financial Acumen: Understand why knowing your client’s financial position can give you a competitive edge and how to gather this information.
Interdepartmental Relationships: Sean discusses the importance of having touchpoints across various departments in your client’s organization and how it can lead to a more tailored sales pitch.
Customer Journey Mapping: Learn how to map out the customer journey to gain a 360-degree understanding of your client’s needs and motivations.
Key Quotes from Sean
“You elevate yourself from a vendor to a partner in the B2B sales arena.”
“Your proposition becomes not just a response to an RFP, but a comprehensive strategy of partnership.”
“This alignment leads to a consultative selling approach, one that evolves from being transactional to being deeply relational.”
Additional Resources
Sean’s book on sales strategies, “Eliminate Your Competition,” You may purchase “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.
Don’t miss this enlightening special episode that promises to transform your approach to B2B sales. Whether you’re a seasoned sales professional or a CEO looking to revamp your sales strategy, this episode offers a comprehensive guide to understanding your client’s business like never before. Tune in to “Two Tall Guys Talking Sales” and equip yourself with the tools and insights to become not just a vendor but a strategic partner in your client’s success journey. Subscribe today and stay ahead of the sales game!
Bob Robinson, Jr., and his mechanical-engineer father, Bob Robinson, Sr., came up with the idea for a product the world truly needed 25 years ago: a “no-touch” restroom cleaning machine. Their company, Kaivac, is a Hamilton, OH-based manufacturer of cleaning machines. Hamilton is a suburb of Cincinnati, OH.
Bob Robinson, Jr.
“We were on our hands and knees, crawling around the bathroom,” recalls Bob, Jr. “It was disgusting. We said, ‘There’s got to be a better way.'”
Through hard work and dedication, the Robinsons created the KaiVac to help solve that initial problem in public restrooms. Over the years, they grew the idea to create dedicated machines to clean kitchen floors, hallway floors, and grocery displays. Beyond its bathroom cleaning technology, it has expanded into floor cleaning and spill response machines and has 18 patents with 16 pending.
Along with growing their manufacturing capabilities, they also grew their sales capabilities. They adopted a hybrid strategy of selling through distribution and selling directly to key customers. Their direct team, under the leadership of Bob Robinson, Jr., who had taken on the role of VP of Sales, closed many enviable customers with massive deals, including Walmart, Kroger, and Target.
They realized that they needed to step up their sales professionalism after having a down year during COVID after having a record-breaking year the year before. They wanted to grow to $75 million in annual revenue within three years and a Big Hairy Audacious Goal (BHAG) of $1 billion in annual revenue within 20 years.
Bob Jr. says Kaivac is just getting started. “At 20 to 25 years in business, you’re at an inflection point where you’ve got resources, tenure, and history and have been through ‘adolescence,'” he says. “Now is the chance to build a professionalized organization.”
They contacted New Sales Expert LLC as the nation was coming out of the global pandemic, but before all the supply chain problems had paused. New Sales Expert LLC is a fractional vice president of sales consultancy. Sean O’Shaughnessey, the CEO of New Sales Expert, is aligned with SalesXceleration and has 38 years of experience in sales and sales management.
According to Sean, “Kaivac is a joy to work with. They are the shining star of Hamilton, OH, and Butler County. They had so much raw potential when I walked in the door; all I had to do was to focus their energy and enthusiasm on working smarter and just a little harder.”
Building an organization with a heart
Bob Robinson, Sr.
Kaivac had a great culture to build on to make a great sales culture. Before Sean showed up, the company leadership had already developed their One-Page Strategic Plan and their “Why?” statement that reflects the owners’ Christian faith: “To glorify God by using KAIVAC as an instrument for Good.”
In addition to the “Why?” statement, they had drafted an acronym called FIGS that conveys the “heart” of the company. FIGS—which appears on signs that hang on the factory floor and in break rooms—stands for
F: “First shall be last, last shall be first.”
I: Integrity—as in “The truth shall set you free.”
G: Golden Rule—meaning “treat others how you want to be treated.”
S: Servant’s Heart, as in “We are in a race to help people.”
The company uses the first three letters of its name–KAI–to inspire the team’s thinking and actions. These letters stand for inspiring phrases such as: “Keep At It,” “Keep Always Improving,” “Keep Attempting the Impossible,” and “(creates) Kick-Ass Inventions.”
Prioritizing net income and growth
Sean’s first change was to make a compensation plan that motivated the sales team to sell bigger deals and to sell them quickly. Kaivac implemented a 50/50 plan in concert with defined territories to keep the Key Account salespeople focused on the goal of more significant and profitable orders.
After the motivation component was in place, it was time to help the team learn how to sell big deals more repeatedly. The big deals of the past had been challenging to work on and, while very profitable, had been disruptive to close. Sean encouraged the company to read John McMahon’s book, “The Qualified Sales Leader,” and with that tome as inspiration, quickly deployed MEDDPICCC to help them qualify deals.
MEDDPICCC by itself is not enough. The company had already licensed Salesforce, one of the highest-rated CRMs on the market, but Sean put MEDDPICCC into the various stages of the sales process to ensure that the salespeople knew all the required information about a big deal. Sean also created dashboards within Salesforce to track deal progress at the management level. The company implemented Sales Plans for Key Accounts and the Power Matrix to document the most influential people in the customer’s decision-making process.
The very first big deals that the company found after Sean started to help them also benefited from the Decision Timeline. The Decision Timeline is a tool to allow the sales team to walk through the entire decision-making process of the customer to understand all of the steps required to make a significant investment decision. It allowed frank and honest conversations to take place with the prospect as the team worked to close the largest deal in the company’s history to date.
Time to run on their own
Mike Perazzo, Allen Randolph, Bob Robinson, Jr., and Nick Wehby after passing their Certified Sales Leader exams.
As with most of the assignments with New Sales Expert, LLC, the goal is to allow the company to run independently. Bob Robinson Jr. was the company’s VP of Sales. Still, he needed to shed those responsibilities to help run the entire company. To finish the transition, Bob and three of his leaders took SalesXceleration‘s Certified Sales Leadership course delivered by Sean O’Shaughnessey.
The Certified Sales Leader (CSL) designation is the country’s most comprehensive sales leadership certification program offered. CSL leadership training and certification will prepare you with the analytical, tactical, and strategic sales management skills needed to drive revenue growth now…and into the future. CSL training expands the skill set of a Sales Manager by providing coaching, techniques, and tools to lead a successful sales team.
All four Kaivac leaders passed the CSL test. One of them, Mike Perazzo, was tagged to take over as Executive Vice President of Sales. According to Mike, “Sean is a master coach for helping shape sales process and methodology. Following his methods will help grow sales faster, transactionally, and strategically. Often a couple of pieces of the puzzle are missing, and Sean helps quickly identify them.
You have everything to gain by having Sean look at your current approach. He is a change agent and disruptive to the status quo. Pushing the pace and flow of deals is his sweet spot. I am a better sales leader because of my time with him.”
Bob Robinson, Sr., and Jr. with their sales team celebrating a recent patent award
Sean O’Shaughnessey of New Sales Expert, LLC states, “Kaivac is a wonderful company. They have created a line of machines that gives pride to the workers in one of the toughest jobs in America – keeping things clean. They are focused on the success of their customers and their employees. They had all of the raw skills within their sales team to be a great sales organization; they only needed me to focus them on activities and techniques that allowed them to close bigger deals faster and at a higher profit level.”
“If anyone works in a clean building with clean restrooms and hard surface floors, they are either cleaning it with Kaivac technology or paying too much for that cleanliness,” Sean explains.
Revenue and profitability have grown since Sean helped Kaivac develop a higher level of sales professionalism. Recent results have shown a dramatic increase in revenue and profitability. The sales and revenue growth have allowed the entire family of Kaivac to prosper. The Robinsons have always considered their employees an extension of their family. The company’s prosperity is passed along to team members through a bonus structure for the whole company. It all fits into the spirit of Kaivac. Bob Jr. says, “Our organization was built to have heart.”
In this thought-provoking podcast, hosts Kevin Lawson and Sean O’Shaughnessey dive into the challenges salespeople face when their sales process doesn’t align with the buyer’s journey. Using the example of a beer industry manufacturer, they explore the difficulties encountered when dealing with prospects who are only interested in the price and user count and how this can lead to feeling like a commodity. This insightful discussion underscores the importance of adapting to the buyer’s journey to sell more effectively.
As the conversation continues, Sean and Kevin emphasize the need to understand the buyer’s process, from recognizing the signs of a good prospect to determining the right time to buy. They highlight the importance of asking the right questions, listening to the buyer, and identifying their current position in the evaluation process. The hosts also discuss the concept of commercial teaching, which involves meeting prospects at their level of knowledge about the industry, solution, or product.
In addition, the duo addresses the challenge of long sales cycles and the factors that contribute to them, such as not understanding where the buyer is in their journey or not setting up for success earlier in the sales process. They encourage salespeople to be self-reflective and analyze their pipelines, identifying deals that may be stuck or taking longer than expected due to a lack of alignment with the buyer’s journey.
Furthermore, Kevin and Sean touch upon the importance of knowing the buyer persona, recognizing that different people within an organization have different perspectives and needs. By understanding the type of person you’re speaking with, salespeople can connect more quickly and effectively.
The podcast concludes with a challenge for salespeople to be introspective and consider how they can better align their sales process with the buyer’s journey for improved results.
Designing an effective sales compensation plan is critical to any successful sales organization. A well-crafted plan motivates your sales team, drives revenue growth, and aligns the interests of both the company and the sales representatives.
It’s essential to understand the impact of compensation on salespeople. Sales reps are highly motivated by money, and their income is directly tied to their performance. Incentives such as bonuses, commissions, and accelerators can all play a key role in driving sales performance. However, these incentives can have unintended consequences if not implemented correctly.
This blog post will explore various aspects of creating a successful sales compensation plan, including setting quotas, selecting base and variable pay, using accelerators, and employing rewards and contests. We’ll also discuss strategies for designing effective compensation plans for different types of sales roles and tips for continuously improving your compensation plan.
A strong sales organization is the cornerstone of any successful business. The sales team serves as the company’s lifeblood, driving revenue growth and ensuring long-term financial stability. When a company prepares for a merger, acquisition, or public offering, having a strong sales team can translate into a higher valuation.
A strong sales organization is the backbone of a thriving business, as it directly impacts revenue generation. When a company’s sales team is well-organized, well-trained, and motivated, they become more effective in closing deals and fostering relationships with clients. This increased effectiveness leads to more sales, ultimately resulting in higher revenues and profits for the company.
By investing in a strong sales organization, businesses can capitalize on opportunities and achieve maximum value. The best sales organizations have a proven track record of success. These teams have established a consistent sales process, streamlined communication channels, and aligned with the company’s overall business goals.
A successful sales team is crucial for driving revenue growth. The following factors contribute to a sales organization’s ability to increase revenues and profits:
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