The evolution of most companies goes something like this:
Come up with a great idea around a service or product and start a company.
Work with smart people to refine this idea and get it into the customers’ hands to try it out.
Once the proof of concept is completed, start hiring some experienced sales talent and send them out with your offering into the marketplace hoping they can sell it.
Some companies experience moderate levels of success, but most fail and move on to new opportunities. Rinse, repeat, over and over again, burning through precious leads, increasing lost opportunity costs, and continually hiring & training new sales reps.
Does this sound familiar? It’s because many companies take this approach with their sales organization, which often ends up portraying the Bad News Bears much more than a well-oiled sales machine. And the reason is simple: coming up with a great offering to start a company takes a completely different skill set than building a world-class organization through and through. And this is particularly significant when it comes to sales because revenue is the lifeblood of any organization. Without quality sales, a company dies.
Ironically, building a top-notch sales organization within a company is often the last piece of the puzzle companies try to figure out, instead of it being one of the first. This is usually because the person responsible for starting the company with their brilliant idea often tries to lead the sales team, including any sales leaders they hire, instead of bringing in a strong sales leader or consultant and letting them lead.
As Steve Jobs so eloquently stated, “It doesn't make sense to hire smart people and tell them what to do. We hire smart people so they can tell us what to do.” And yes, in this example, we are claiming to be the smart people, the sales experts, who are here to tell you what to do, and here’s why:
We know that high-performing sales organizations include a combination of hiring great talent and providing excellent training & coaching within a positive environment using best-in-class sales tools.
Anything less than this is bound to underperform, disappoint and, ultimately, fail, as many companies have experienced.
We start at the very beginning of building a world-class sales organization by doing a quick assessment of your company’s systems & tools, as well as your current methods for hiring sales reps, generating leads, and moving those leads efficiently through your pipeline. Then we provide the following solutions based on the needs of your company:
Recruiting, vetting & training great sales reps to work in your office or strategic geographical locations for a fraction of the cost of current recruiting firms.
Nurturing the sales funnel through data enrichment, lead generation & lead qualification by setting up your own satellite office of dedicated team members in Colombia
Assisting with process improvement and tech stack enhancement within your sales organization to truly set up a winning environment for your team.
With each passing day, lost opportunities come at a tremendous cost to your business, so reach out to us today to see how Lean Sales will turn your sales team into a world-class sales organization with the Sales Playbook.
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Trey Griggs is a sales executive that, during his nine years in the transportation industry, has gained experience in several sectors within technology, including load boards, rate analytics, TMS systems, visibility solutions, digital freight-matching platforms, and Robotic Process Automation (RPA). Trey enjoys coaching teams to be great, as well as speaking on sales & marketing strategies, leadership & organizational structure, and technology. When he’s not building world-class organizations, you can find Trey spending time with his family, traveling, renovating his home, playing golf, working out, reading & playing music.