Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
As the new year quickly approaches, it's time for staffing leaders and CEO's to ensure they have the right strategy in place to scale for sales revenue growth in 2020. Scaling for growth is about replicating success across your organization and making it repeatable on a broader scale. Chances are your existing sales team falls into a bell curve like you see in the illustration below. You're getting 80% of your revenue from from your top performers, likely just 10%-20% of your sales team. Meanwhile, 60% of your sales reps are only achieving 50%-70% of quota and the bottom 20% is really struggling just trying to figure things out.
Over the course of the past several months I have been doing less sales training and more "business consulting." More to the point, clients are sharing with me their challenges in growing and scaling their business. Owners of IT staffing firms are getting stuck at various revenue plateaus and can't seem to break through. In short, these organizations are struggling to achieve scalable growth. In this blog post I share with you three reasons IT staffing firms struggle to scale
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Market leaders, whether it be the staffing industry, manufacturing, software, financial services or any other industry all share one thing in common; their sales teams are a well oiled machine, operating in unison and consistently executing across the entire team. Their sales leader(s) consistently:
Having a scalable sales organization, one that produces repeatable and sustainable revenue growth without being overly dependent on a key customer or top performer requires IT staffing firms to adopt a structured new hire onboarding and training program in which all employees are trained consistently. A scalable sales organization refers is one in which all team members have been taught, adopted and execute the same sales skills, sales behaviors, messaging and activities so that your sellers, regardless of experience or talent level, consistently meet and exceed sales quota year-over-year based on following a formulaic process - not last-minute negotiations and guessing. Following this systematic process is what enables sales organizations to replicate or 'clone' success across the organization. It is also what enables companies to achieve sustainable and even predictable revenue growth.
Charisma and being an extrovert can be advantageous in sales. In fact, many people attribute sales success to personality traits rather than to skills that can be coached or taught. Despite that, corporate America alone spends more than $20 billion annually to train salespeople on products, services, sales skills and behaviors, all of which demonstrates the widespread belief that you can develop great salespeople and great sales teams.