Ringing up transactions, however, is not the same as having a sales culture or selling system in place. Many companies effectively limit their own revenues by taking a passive approach to sales. Rich Isaac, President and CEO of Sandler Training, a sales consulting firm in Hauppauge, NY, suggests 4 ways CEOs can proactively increase sales in their companies.
1. Create a strong sales system. “A sales system covers the full range of sales activities, from positioning and prospecting to negotiating and deal closing. A strong system lets you track transactions in real time as they progress through the deal pipeline; identify high-profitability prospects and allocate resources accordingly; and look for sales in the most likely places, in the most productive ways, based on historic data.”
2. Foster a selling culture. “Everyone who interacts with people from outside the organization shapes market perceptions. Since perceptions shape customer behavior, all these employees are effectively your sales agents. In meetings, emails and other communications, expose them to your expectations regarding how they should represent the company when interacting with others. Their role as company ambassadors ought to be part of their job specs. Encourage a culture that focuses on identifying and fulfilling customer needs. Sales will follow.”
3. Get the right sales management in place. “The best sales managers are competitive and results-oriented. They are also nurturing, helpful, systems-focused and good communicators. You want your sales managers to have all these qualities to do their jobs effectively. Too often the top sales people get kicked up the ladder, with little regard to how suitable they are – or aren’t – for their new roles.”
4. Sell to current and past clients, not just prospects. “In many successful companies, significant business comes from upselling existing clients and reconnecting with former clients. Encourage your sales management and sales team to focus their attentions on the needs and ever-changing situations of current customers, and keeping ex-customers solidly in their orbits.”
Rich Isaac has helped executives analyze and strengthen their selling systems for 20 years. He is the 2016 winner of the David H. Sandler Award, the global training and leadership organization’s highest honor.
Chief Executive Group exists to improve the performance of U.S. CEOs, senior executives and public-company directors, helping you grow your companies, build your communities and strengthen society. Learn more at chiefexecutivegroup.com.
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1:00 - 5:00 pm
Over 70% of Executives Surveyed Agree: Many Strategic Planning Efforts Lack Systematic Approach Tips for Enhancing Your Strategic Planning Process
Executives expressed frustration with their current strategic planning process. Issues include:
Steve Rutan and Denise Harrison have put together an afternoon workshop that will provide the tools you need to address these concerns. They have worked with hundreds of executives to develop a systematic approach that will enable your team to make better decisions during strategic planning. Steve and Denise will walk you through exercises for prioritizing your lists and steps that will reset and reinvigorate your process. This will be a hands-on workshop that will enable you to think about your business as you use the tools that are being presented. If you are ready for a Strategic Planning tune-up, select this workshop in your registration form. The additional fee of $695 will be added to your total.
2:00 - 5:00 pm
Female leaders face the same issues all leaders do, but they often face additional challenges too. In this peer session, we will facilitate a discussion of best practices and how to overcome common barriers to help women leaders be more effective within and outside their organizations.
Limited space available.
10:30 - 5:00 pm
General’s Retreat at Hermitage Golf Course
Sponsored by UBS
General’s Retreat, built in 1986 with architect Gary Roger Baird, has been voted the “Best Golf Course in Nashville” and is a “must play” when visiting the Nashville, Tennessee area. With the beautiful setting along the Cumberland River, golfers of all capabilities will thoroughly enjoy the golf, scenery and hospitality.
The golf outing fee includes transportation to and from the hotel, greens/cart fees, use of practice facilities, and boxed lunch. The bus will leave the hotel at 10:30 am for a noon shotgun start and return to the hotel after the cocktail reception following the completion of the round.
