Regardless of the size of your sales organisation. An essential building block in your sales infrastructure is that all of your sales team are aligned. As the sales coach or sales leader, you must ensure everyone is “singing from the same hymn book”so to speak.
When I am working with sales teams, a tool I use is Sales Clarity On A Page. (you can download it here. Don’t worry I’m not looking for your details. I hope you get some value from it).
As a huge advocate and fan of the Vern Harnish Rockefeller Habits one page strategic plan. I was heavily influenced by this valuable tool when I created Sales Clarity On A Page.
What is Sales Clarity On A Page?
Sales Clarity On A Page is a one-page tool for keeping you focused on your sales goals, priorities, key measures and what I term as your selling non-negotiables.
What you focus on grows. When you focus using Sales Clarity On A Page as your tool of choice, you begin to change the way you work, and create new selling behaviours and build new habits (non-negotiables).
How To Use Sales Clarity On A Page
Before we go into the specific headings on the tool, I suggest you allocate a minimum of two hours with your team to work an initial draft. In my experience, it takes several sessions and draft versions before you reach consensus.
Completing this exercise as a team strengthens you as a unit. It also ensures you co-create a roadmap that you will focus on for a calendar year.
1) Outline Your Sales Goals;
Capture your 3 Sales Goals. Remember to write these as if you have already achieved them. For example, we have made sales of €5,000,000 by the 31st December.
2) Sales Focus
Capture the sales behaviours you will focus on as a team. For example, if your focus is new account development. The sales behaviour you will focus on will be sales prospecting.
If your focus is on retention or key account growth a sales behaviour might be preparing account plans for your top accounts.
Your sales behaviours will be specific to your roles. Internal roles will focus on different sales behaviours to external field based sales people.
3) Sales Activities
At Insthinktive Sales Leadership Ltd. We refer to these as non-negotiables. Your non-negotiables are those activities you will commit yourself daily, weekly and monthly to achieve your sales goals. No excuses. They are blocked out. They are measured, and you will hold yourself accountable to them always.
4) Sales Numbers
You have defined the non-negotiables or selling activities you will utilise. Now get specific and capture weekly, monthly numbers you intend to generate. For example, 5 new meetings held with new prospects every week.
5) Quarterly Priorities
Outline here the Top 3 priorities that you will focus on this quarter to enable you to achieve your sales goals. For example, you may have set yourself a goal to grow existing business with your Top 10 accounts by 20%. A Sales Priority could be for you to create individual Account Plans for these Top 10 accounts.
6) Target accounts
Write down the Top Accounts you intend to win this year. If you are in account management specify the target accounts, you will focus on for growth this year. When your team share this vital information, you achieve complete clarity on where you want to win.
7) Learning Goals
What is the critical constraint preventing you and your team from reaching your goals? What skills do you need to develop to excel?
What knowledge do you need to upgrade?
Key Takeaways
Use your Sales Clarity On A Page to align the team in these ways,
- Review it daily
- Review it at every sales meeting
- Conduct a quarterly review of the priorities and change every quarter
- Add visuals to make it more motivating
- Reinforce your non-negotiables
Regards Ronan
Ronan is the “Sales Infrastructure Guy”.
Helping high growth tech companies build world-class sales systems and processes that scale.
Call me on +353(86) 7732201
Ronan Kilroy | Insthinktive Sales Leadership Ltd. | Blanchardstown, | Dublin 15, | Office 01 8220523
More Sales, More Consistently, In Less Time
