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Set Your Company to Achieve Your Sales Goals
07/23/2019 @ 8:00 am - 12:00 pm EDT
Is your company growing at the right rate?
Is your growth predictable and consistent?
If not, how can you make decisions about investing in people, process, equipment or automation?
Predictable top-line growth is essential for the health of any business. There will be attrition in the sales from existing clients and increased sales from existing and new clients need to outpace attrition in a predictable and consistent way. If the top line is not growing, you are not keeping pace with the economy, not creating shareholder value and cannot make investments in your company.
This workshop will provide you with the fundamental structure, procedures and understanding of how to set your company up with the right plan or make adjustments to what is already working and give you confidence in your predictions for top-line and bottom-line growth.
What we will cover:
Corporate strategy – Developing a sales plan in-line with corporate expectations and strategic plan.
Marketing and sales alignment – With a limited budget, how can you determine where to focus time and resources? Should you invest in marketing, sales or both and how will you know you get a return on your invested time and money?
Territory/Account Management – Assignment of territories or accounts to maximize market penetration. Using direct sales representatives, distributors, resellers or sales agencies. What makes sense and how to get more from them.
Compensation – Developing competitive programs that attract the right people and motivate them now and into the future.
Goal Setting: Setting goals and objections for team members and individual activity plans
Tracking Systems: Developing tracking systems to know where you are as a team and how each team member is performing, where they are stuck, where they need help and can improve.
He helps his clients develop an ideal client acquisition system where they can gain a strong market position and produce meetings with decision makers. Salespeople spend far too much time in the same activities trying to develop leads which prevents them from being in front of qualified prospects closing deals. Ken helps his clients develop a scalable and repeatable sales process that ensures they are not wasting time with people who don’t buy or buy from someone else. He trains and coaches teams so the changed behaviors become habit and sustainable.
Prior to creating the Our Sales Coach brand, Ken enjoyed over 20 years of sales and sales management experience. Ken has participated in speaking engagements and seminars on a variety of sales and marketing related subjects.