Welcome back to our blog series on the Eight Essentials for Scaling Sales Success. We last discussed the importance of determining the requirements of your organization to execute your strategy. How often does a strategy fail because the sales organization couldn’t execute on it? Once a new sales strategy is in place, it’s critical to ensure the sales organization can deliver on the new requirements. After defining the strategy and building buy in for it throughout your organization, last week we discussed four key areas in the sales organization that must be addressed to support the execution of the strategy: the people, processes, skills and tools needed. The sales organization will only go as far as its capabilities will allow. This brings us to our fourth essential for scaling sales success which is understanding your organization’s ability to execute the sales strategy.

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Welcome back to our blog series on the Eight Essentials for Scaling Sales Success. We last talked about the significance of building buy in for your sales strategy. Today, we’re discussing the next essential in the process of scaling sales success which is determining requirements for execution of the sales strategy.

Establish organizational needs to successfully implement the strategy

At this point, your sales strategy is in place and you are building buy in throughout your organization. The next step in scaling sales success is to determine what the organization needs in order to successfully implement the sales strategy. Before you can determine whether or not your organization has the ability to execute, you must determine what that execution requires. Four key areas in the sales organization that must be addressed are the people, processes, skills and tools needed to support the execution of the strategy.

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Welcome back to our blog series on the Eight Essentials for Scaling Sales Success. Last time, we talked about the importance of having a sales strategy to achieve success and quick tips for spreading that strategy through the organization. Now, our focus turns to the next essential step in the process of scaling sales success which is building buy in for the sales strategy.

How do ensure that your team will buy into the sales strategy?

Most salespeople have seen presentations on ‘new and different’ sales strategies. These are most frequently delivered at kickoff meetings with a hefty dose of ‘rah rah’. So, how do you make sure that your teams will actually buy into the strategy? Adopting a new strategy is not as straight forward as the chain of command in the military, where orders are given and then immediately followed without question.

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The first and most important essential for scaling sales success is that you must have a sales strategy to achieve success. The sales strategy sets the foundation. Having a sales strategy is important in all aspects of business, but having a concrete strategy to achieve measurable success in the sales world is truly an essential. This sets the foundation for how your sales team will approach their goals of meeting and beating quotas.

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When you hear the word scale, what is the first thought that comes to mind? Most often, the word scale describes growth in size. When it comes to a sales organization, the word scale is often used to describe the phenomenon of hiring more sales people, increasing the overall sales target of the organization and crossing your fingers that it leads to a better number. While more sales people can lead to more sales, there is another type of scaling that is often overlooked, but is most certainly more important for a sales organization to sustain excellence. This type of scaling is what we refer to as scaling success.

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