What makes me the right person to implement a sales process and enablement into your organization?

Simply put, I have a unique set of skills because of the choices that I made in life.

• Former Sandler Sales Trainer

• Operations and Process Geek

• Organizational Junkie

• Communication Specialist

• Innovative Process Implementation of Systems

• Documentation

• Financial Reporting

To excel in today’s competitive business environment, a successful executive and organization needs a balance of organizational development, strategy alignment, and sales enablement expertise — backed by robust leadership skills. I combine over 15 years’ experience optimizing workplace culture and human capital allocation/utilization for multiple high-profile organizations; effective sales trainer and coach, making the forward-looking decisions that drive significant and sustainable business growth; developing key strategies and policies that maximize revenue potential; and carefully building the processes, policies, and guidelines that sustain class-leading and globally competitive organizations.

Tools

Sales Training is usually on the bottom of the list for what businesses think they need. The truth is, it’s the first investment businesses should acquire if the owners and main shareholders ever intend to take a step back or to stop working in the business. While the quick fix for start-ups has always been to hire young, hungry sales professional who have no issue of getting into someone’s face, the truth is we are losing more than what we are gaining. These are the top three things teams need to thrive:

• An effect Sales Playbook that documents what the process is

• Sales Training or Sales Enablement Director on the team.

• Support system of not just where the training material is, but someone to practice with.

Mastery

Great, you’ve got a few items in place. You know your sales process, you’ve centralized your product knowledge, you may have even taken it a step further and created your customer’s journey to your team so that they can see it from beginning to end. So, now what? We practice every day, day in, and day out. Within the first 90 days of your organization, you should start seeing results. It starts with mindset and accountability.

• Ensure your team can tell you the goals for each step of the sales process.

• Prospecting — who your ideal target client is.

• Knowing how to listen, to ask the right questions.

• Measuring and sharing each other’s success on the team.

Operations

We are rocking and rolling now. While our teams are ramping up, setting themselves up for success, we now start streamlining the processes. You can either start before or while you are doing training, but definitely not too long after you started making changes. It’s important to make sure we have the right people in the right seats.

• Customer Engagement Software. Keep it simple where you store the data of your customer. Too many apps clogs the ability of your teams to create meaningful relationships.

• Document, document, document. Did I mention to document?

• Create standards and stick to them but make them flexible.