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Ready to scale your sales system? Follow this blueprint to make sure you’ve considered your roles, goals, and controls.

Scaling a business is exciting, but without a well-defined sales team structure, the journey can be filled with challenges. In this guide, we’ll break down the process into three fundamental pillars: defining roles, setting goals, and implementing controls. Think of these as the building blocks for constructing a robust and efficient sales team.

Mapping Out Your Sales Strategy

Understanding the Sales Map

Creating a sales strategy begins with a map that identifies opportunities for engagement, addresses pain points, and ensures maximum sales at every touchpoint. Let’s explore the foundational aspects:

  1. Gain Repeat Clients:

    • Cultivate strategies for turning one-time buyers into loyal, repeat customers.
    • Implement customer retention initiatives to enhance the lifetime value of clients.
  2. Earn Monthly Recurring Revenue:

    • Explore models for introducing subscription-based services.
    • Develop strategies to ensure a consistent flow of monthly revenue.
  3. Increase Business Valuation:

    • Understand how an effective sales strategy contributes to enhancing your business’s overall valuation.
    • Implement measures that showcase your sales team’s impact on the company’s financial health.

Creating Your Compensation Structure

Motivating Your Sales Team

Compensation and recognition play pivotal roles in motivating and retaining a high-performing sales team. Here’s a closer look at the components:

  1. Types of Sales Professionals and Compensation:

    • Identify the types of sales professionals needed for your business.
    • Establish competitive and motivating compensation structures.
  2. Clear Standards for Success:

    • Define key performance indicators (KPIs) that align with your business objectives.
    • Create transparent standards for success that guide your team toward overarching goals.
  3. Challenges and Rewards Systems:

    • Develop a flow of motivating challenges that push your team to reach higher goals.
    • Implement rewards systems that acknowledge and celebrate achievements.

Defining Roles, Goals, and Controls

Building an Effective Sales Team Structure

Without clearly defined roles and expectations, the sales process can stall. Let’s explore how to build and maintain an effective sales team structure:

  1. Building Your Sales Team:

    • Align your team structure with your unique sales map and business needs.
    • Understand the roles and responsibilities of both the sales team and the founder as the business scales.
  2. Performance KPIs and Controls:

    • Identify the performance KPIs that truly matter for your business.
    • Implement a simple scorecard system for tracking, weekly meetings, and team member reviews.

Making Your Offer Irresistible and Sellable

Positioning Your Product for Success

Most founders intuitively know how to position their product, but making it easy for your sales team to sell is a different challenge. Here’s how to set your team up for success:

  1. Components of an Irresistible Offer:

    • Understand the essential elements that make an offer irresistible.
    • Identify potential gaps in your current offering and learn how to eliminate them.
  2. Sales Leverage and Psychology:

    • Utilize sales leverage based on psychology to make selling easier for your team.
    • Understand how psychological principles can be applied to enhance your sales strategy.

Mastering the Art of Lead Generation, Qualification, and Prospecting

Turning Leads into Conversions

Generating leads is one thing, but qualifying and converting them is another challenge. In this module, we’ll explore the intricacies of successful lead generation:

  1. Successful Prospect Preparation:

    • Understand the stages of successful prospecting.
    • Design a call booking funnel sequence that pre-sells buyers before the sales call.
  2. Fortune Follow-Up Formula:

    • Master the Fortune Follow-Up Formula for converting opportunities after the Discovery Call ends.
    • Explore how strategic follow-ups can significantly impact closing deals.

Customizing Your Personal CRM and Sales HQ

Maximizing Success with Data-Driven Strategies

In the digital age, leveraging data is critical for success. Here’s how you can customize your CRM and Sales-HQ for optimal performance:

  1. Function of the CRM:

    • Understand the vital role of your CRM in sales success.
    • Explore best practices for using a CRM to manage leads and track progress.
  2. Data Management for Success:

    • Identify the data that matters most to you and your sales team.
    • Create a core pipeline and set up selling stages for streamlined progress tracking.

Sales University & Toolkit

Empowering Your Sales Team

Empower your sales team with resources worth their weight in gold. 

  1. Sales University Training Ground:

    • Understand how a custom-made Sales University serves as a training ground for your team.
    • Create tailored training modules that align with your company’s unique identity.
  2. Sales Leadership Toolkit:

    • Utilize resources to guide your team, spot growth opportunities, and ensure smooth sales processes.

Hiring Your First or Next A-Team Sales Professional

Identifying and Nurturing Talent

Hiring the right talent is instrumental in building a successful sales team. 

  1. Hiring Your First Sales Professional:

    • Navigate the process of hiring your inaugural sales professional.
    • Understand the timeline and tasks from job posting to completion of Sales University.
  2. Mastering the Art of Interviewing:

    • Develop interviewing techniques to identify A-team sales stars.
    • Prioritize skills and attributes crucial for success within your specific business context.

Building the Blueprint for Success

Building an effective sales team structure requires a thoughtful approach to defining roles, setting goals, and implementing controls. This blueprint serves as your guide to navigate the complexities of scaling your business through a well-organized and motivated sales team. Remember, success is not just about the destination but the journey. So, embrace the process, refine your strategy, and watch your sales team flourish.

Here’s to building a powerhouse sales team!

Ready to Step into the Leadership Role

so you can scale your business and gain freedom?

Until next time, friends, happy selling!

Michelle Terpstra

 

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