As a business owner, you always look to close more deals and ensure your sales system increases that closing percentage. However, this is often easier said than done. Many companies have sales as a make-or-break area of their business, and for good reason! You need clients and customers to serve to have a company at all.
Adi Klevit of Business Success Consulting Group recently hosted expert sales guru and Founder and CEO of Grosso University, Dom Caminata, on the Systems Simplified podcast. During this interview, Dom shared his wisdom as a sales leader and provided insight into creating a winning sales system.
Read on to find out more.
Sales Leadership Fundamentals
As a business owner, you are often the original sales leader. In order to both embrace this job and delegate it, you must have sales leadership fundamentals in place. Here are the four fundamentals that Dom shared:
1. Support yourself
Be selfishly selfless. As an individual and a leader, you have goals and desires. The way you will reach those goals is to support your team and ensure they have the training and resources needed to do a great job. You cannot get there alone!
2. Support your team
Pour yourself into the growth and development of your salespeople. By putting their success, continued education, and goals before your own, you are creating a team that will increase your closing percentages. This will feel organic as an outgrowth of the support you have provided.
3. Be the type of leader you want to work for
Have you ever worked for a bad boss? How long did you last? Instead of being difficult to work with, be kind, caring, and supportive. Help your team and ensure they learn the principles necessary to be excellent salespeople. Retain that excellent sales team by offering continued support and being a caring presence they can rely on.
4. Lead by Example
You are probably the best salesperson on your team. You know the ins and outs of the product and have grown your company by acquiring new clients and building an excellent sales process. Lead by example by showing your team the process, taking them out on sales calls, discussing what they learned, and working with them to ensure they can utilize your winning sales system.
How to Create a Winning Sales System
As you build your team and work toward becoming an excellent sales leader, utilize this winning system to enhance your sales:
a. Set a Goal
The obvious first step is to set a goal. Your team needs well-defined targets and KPIs to work towards and exceed.
b. Find a Sales Method that Works
There are about a million sales methods out there. Some are industry or product-specific, while others work universally. Dom found a system that works universally.
When trying different sales methods, Dom recommends following the specific steps of the chosen method. Don’t spin off and make it your own because you want to ensure the principles and methods work before abandoning or adopting them.
c. Build a System
You may have a method that works for you, but can others duplicate it? This is where documenting exact processes comes in. You want to ensure your team can duplicate both your method and your success so that your team can exceed the goals you’ve set.
d. Utilize Metrics
Metrics such as closing percentages, conversion rate, revenue, and more will tell you how the team is doing. Closely monitoring metrics enables you to:
- Catch mistakes before they lose the sale.
- Analyze successful practices.
- Track what works and what doesn’t.
- Ensure your team will meet their quarterly and year-end goals.
e. Modify the System as Needed
All business systems are dynamic and must be evaluated regularly for efficacy. Not only should you see if you need to modify the system, but you should also ensure that the proper training and support is in place to ensure your team can hew closely to the established steps necessary for sales success. Without training and support, your team members may end up with their own systems, and the results could vary.
Are you looking to grow your business? Documenting systems that work and ensuring your team utilizes those systems creates a foundation for consistent growth. The Business Success Consulting team can help. Schedule an appointment today to consult with our experts.
