Two Tall Guys Talking Sales Podcast – Episode 6
How do salespeople retain client information and document sales opportunities?
Two Tall Guys Talking Sales Podcast – Episode 5
Do you have a documented sales process that is followed all the time?
Presentation to FocusCFO meeting
I was honored to present “The States of Sales in Small Businesses” at the annual meeting of FocusCFO. This presentation compiles data from the survey of thousands of business owners regarding their sales practices. Sadly, very few small businesses excel at sales, which is why they need to hire high-quality fractional Vice Presidents of Sales, like the services provided by New Sales Expert, LLC.
FocusCFO provides CFO services on a fractional basis, meaning clients get all the advantages of a full-time CFO on flexible and affordable terms, working under a recurring schedule that fits within their budget. With a CFO on the management team, the entrepreneur is free to focus on what they do best: building great products and services and growing revenue.
Small and mid-sized businesses benefit from FocusCFO’s industry-leading model.
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Two Tall Guys Talking Sales Podcast – Episode 3
Are your sales representatives consistently hitting their assigned quotas?
Two Tall Guys Talking Sales Podcast – Episode 2
How do you determine your company’s sales objectives each year?
Two Tall Guys Talking Sales – Episode 1
Why should a company assess its practices in sales?
Determining Your Company’s Sales Objectives Each Year
As a company owner, one of the most important aspects of running a successful business is setting and achieving sales objectives. But how do you determine what those objectives should be? Here’s a step-by-step guide to help you set realistic and achievable sales goals for your business.
Sales objectives are goals a company sets for its sales team to achieve over a certain period. These objectives can be anything from increasing revenue by a certain percentage to selling a certain number of products or services. Sales objectives should be set annually, but they can also be set for shorter periods such as quarters or months.
Let’s talk about the basic steps first.
- Define your overall goal.
- Break down your overall goal into smaller, more manageable goals.
- Create a timeline for each goal.
- Assign responsibility for each goal to a specific team member or department.
- Measure progress and revise objectives as needed.
- Celebrate accomplishments and learn from failures.
- Define your overall goal.
Sales goals are essential for any company regardless of size. They give you a target to aim for and help to motivate your sales team. Without a goal, getting complacent and falling into bad habits is easy.
It’s essential to clearly understand your company’s sales process before setting a goal. You need to know your closing rate, average deal size, and how many leads you need to generate to hit your target. Once you have this information, you can start to play around with different numbers to see what’s realistic.
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4 Ways to Make the Most of Your Training Budget
Every company wants its salespeople to be well-trained. After all, better-trained salespeople mean higher quality products and services, which leads to happier customers and increased sales. But with the training costs averaging $1,459 per salesperson, it’s important to ensure that your training budget is being spent in the most effective way possible. Here are four tips for getting the most out of your training budget.
- Prioritize Your Training Goals
The first step in making the most of your training budget is prioritizing your training goals. What skills do you want your employees to learn? What knowledge do they need to be able to do their jobs effectively? Once you’ve identified your goals, you can create a training plan to help your employees achieve them. - Invest in eLearning Programs
eLearning programs are a great way to train your employees without breaking the bank. Many different eLearning platforms are available, so you can find one that fits your company’s needs and budget. Plus, with eLearning, your employees can complete their training at their own pace and on their own time, which means they’re less likely to get overwhelmed or frustrated. - Use Technology to Your Advantage
Many types of technology can be used for training, from virtual reality simulations to online learning portals. By taking advantage of the latest technology, you can create a more immersive and effective training experience for your employees. Plus, using technology for training can help you save money by eliminating the need for travel and lodging expenses. - Consider External Training Programs
If you’re looking for more comprehensive or specialized training than what you can provide internally, consider partnering with an external training provider. These companies have the resources and expertise to develop custom training programs that meet your specific needs. And while external training programs can be more expensive than other options, they can also be more effective in helping your employees achieve their goals.
External training providers also offer the added benefit of scaling up or down as needed, which can help you save money in the long run.
To increase retention and effectiveness, companies should offer reps additional training at times of need, provide them with access to supplemental material that reinforces what they’ve already been taught, and allow them opportunities to practice their skills in time frames connected to actual buying processes. They can do so by using the same technologies that are “disrupting” their customer-contact activities: videos and mobile apps that reps can view on their devices before, during, and after training initiatives.
Role-Playing: The Secret to Sales Training Success
There’s one secret ingredient that can make all the difference: role-playing. Role-playing allows trainees to practice their new skills in a low-stakes environment by simulating real-world sales scenarios. Not only that, but role-playing also helps trainees to better understand their customers’ needs and how to best meet them. As a result, role-playing is essential to any successful sales training program.
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CEO Workshop: Drive Revenue During A Crisis
The global pandemic has caused crisis after crisis to hit US companies. These crises include:
- global supply chain problems affecting worldwide shipping
- increased prices due to the shortage of components or subassemblies
- labor shortages
To assist our clients, Sean O’Shaughnessey and Kevin Lawson teamed up to create the following webinar. The webinar originally aired on January 13, 2022.
The following is a transcript of the webinar video above. It has been sparsely edited to increase its readability, but many of the idioms and poor spoken grammar have been left in place. The transcription was automatically generated by Sonix.ai and, as capable as that product is, there are times when words are missed or sentence structure was incorrectly interpreted. We have tried to catch all of these software misses, but we are confident that some still remain. The below text is provided for those that would rather read than watch a video.
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A Conversation: Why Small Businesses Don’t Have Consistent Revenue
I was recently interviewed by Bob Clark on his podcast 808 Podcast. It is named 808 because 808 looks like Bob and the internet loves short video content so it is less than 8 minutes and 8 seconds. We had a great conversation in under 8 minutes and 8 seconds while Bob walked me through four high-level questions (and a few clarifying questions).
I went through the process of having the conversation transcribed so that you can read the content if you prefer to read more than listen. This transcription tries to put the text into a more readable format.
You can find the podcast here. At the bottom of this article, there is a YouTube version of the podcast.
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