Focus on improvement
There is no question that in the last three years a lot has changed for sales professionals. Yet one important thing has not. Customers continue to want consistent service above all else. As a consultant, I stay up-to-date on the latest trends in selling by reading media outlets. As a result, I am always anticipating the next paradigm shifts so that I can adjust my sales strategies accordingly.
In my research, I find that there are some basic sales premises that never change — like providing great service. To keep these basic offerings current, you want to focus on improving your exiting sales model to meet current circumstances.
The service model
In “The On-Purpose Business Person,” Kevin McCarthy reminds us of the importance of having a clear vision of the service model. Here’s how to look at yours.
- Purpose – Clearly define your business. This statement should be short and easy for your organization to repeat at any time. As a consultant, mine is simple: Mentor the next generation. For a distributor, it may be an excellent idea to ensure that we are the preferred supplier of our customers.
- Plan – Your company’s vision, mission, and value should include a plan of action. This should also outline how to execute a key outcome or goal.
- People – You need an inspirational team to engage your plan. You may have employees on your payroll, subcontractors, or a combination of both. Motivate your employees by assembling a team that will get them excited and motivated.
- Process – Make sure your functional disciplines — finance, operations, sales and marketing, etc.— are operating efficiently. In today’s digital world this generally involves the use of an Enterprise Resource Plan (ERP)
- Performance – Finally, McCarthy states, “The prior 4 Ps set up your performance for success or failure. Key Performance Indicators (KPIs) measure the output and productivity against set standards and stated expectations.” You need to determine what you will measure.
The lifeblood of business
No matter how rapidly technology changes the world of sales, serving customers remains the lifeblood of business. To keep customer service first, have a clear purpose, the right team, and efficient processes to ensure success.
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