An early finish.
A work-free weekend (without work emails or guilt).
Remember what those things felt like?
You shouldn’t have to dream.
With a structured sales process and a focus on completing the right activities at the right time - you will be able to meet your targets and maintain the life you deserve outside of work.
Sales isn’t always a job that respects your spare time and it’s never been one associated with a great work-life balance.
If you’re managing sales and you have a mandate to scale your business fast - you’re in a tough and unforgiving hot-seat.
You probably feel like time is never your own and the work never stops. The average day at a startup can be brutal, will be demanding and is almost always all-consuming.
There’s always more data to crunch, a pipeline to fill, deals to close and performance to analyze. A 60-hour week is not even enough. The best salespeople feel conflicted in this situation. It’s impossible to let go, with the drive for better performance occupying your every waking moment.
Stop feeling guilty about outcomes and focus on nailing down your process
Step off the never-ending conveyer belt of madness and make a change.
Demand a more efficient process for you and your team.
You can reclaim your life outside of the office. And you will see better performance from your team.
Less work. Better results. That’s a formula (no, a mantra) every sales manager should be aiming for ;)
We’ve developed a series of six detailed, practical guides to explain exactly how you can develop a sales process to minimize admin and focus as much of your time as possible on the highest priority activities.
A repeatable, sustainable sales process like this makes tracking and reporting so much more valuable and effective. You can see exactly which activities are working and which are not. This means you can make informed decisions to continually optimize your sales process. You’ll be able to find and shave more and more inefficiencies out and re-invest more time on the stuff that actually matters - selling.
We’re not just talking theory. We’re talking proof. We’ll prove to you that fast and scalable growth doesn’t need a 60-hour week.
By automating as much as possible of your lead qualification process you give your sales reps time and energy to focus on selling as part of an activity-based sales process.
By implementing lead qualification as part of this process and automating your lead scoring you can identify the right leads and prioritize them quickly without burdening your team with unnecessary admin. Put simply, you can scale without the need for “sales hacks”.
In this chapter we run through the essential tech you need to simplify administrative tasks and automate manual lead gen work.
An effective lead qualification process will allow you to confidently scale growth and add new team members while maintaining a consistent, quality approach. If all salespeople are following the same definition you can trust the pipeline.
This is an essential ingredient to build sustainable growth. You won’t find any growth hacking, just clear and defined lead qualification.
In this chapter we detail example lead qualification questions to build into your structured sales process built around the demographics, activities and behaviors of your potential customers.
Never again feel that frustration of a warm lead slipping through your fingers.
In this chapter we’ll detail how you can retain control over your pipeline and remove the risk of harming your own chances with a messy process.
We explain the four practical steps, and the essential tech, you need to implement into your sales process in order to stop losing leads because of the way you follow up.
Your sales people will be freed up to do what they do best: following up with hot leads and closing more deals.
Here we detail the concept of activity-based selling and illustrate that with a simple and structured sales process you can focus on the important things while your team have the clarity to sell to the right leads in your pipeline.
You’ll focus on the right KPIs to accurately forecast and report, and by providing a structured process for each team member to follow you’ll be able to quickly assess their individual performance. By knowing who your ideal customers are, as well as implementing the right process to find, qualify and close leads, the quality of your results will increase.
In this chapter we’ll tell you exactly how.
Your current customers are of so much value. By analyzing their characteristics and using it to inform your sales strategy and lead qualification criteria you’ll provide your team will clarity as to who they should be targeting and where they should be concentrating their efforts.
By doing this right, you’ll quickly streamline your process and remove the deadwood from your pipeline. You’ll identify the leads with the best chance of closing, and how and when you should be engaging with them.
Your team will be confident in closing, relaxed and with no stress.
If you’re a sales manager, there’s a red hot chance you’ve had this problem: you’ve got a great team of hard-working sales reps and a pipeline full of leads - but you’re also not hitting your sales targets.
Finding an answer is your job. This article explains why keeping your pipeline clean by dumping poor leads will solve your problem. Cold leads are often worse than no leads.
A lead that isn’t going to buy in the current sales cycle will eat up your reps’ time, sap their energy, and remove attention away from other hotter prospects with more potential to close.
Sales Managers need to find a way to identify poor leads quickly and swap them out for quality prospects. You can use this article as a practical guide to help you drop those cold leads so your team can focus on closing the hot prospects.
Don’t Stress About Results - Focus on Your Process to Scale Faster (And Banish That Anxiety)
With a simple CRM and the right tech to automate your admin - you can simplify your process, prioritize what’s really important and scale growth for your business without working weekends.
You and your team can focus on the things that matter and improve performance as a result.
It all comes back to simplicity.
By stripping back your sales process and focusing only on the things that really make a difference, you can spend your time working on the strategic elements of managing growth for your business.
Don’t expect secrets or shortcuts. All your problems won’t instantly be solved.
You’ll still have months where you miss targets. There will still be peaks and troughs. You’ll get periods of pressure and the rejections won’t stop altogether.
But you’ll build a foundation for sustainable, scalable growth.
You’ll stop stressing about outcomes and start focusing on your process, confident in the knowledge that your doing everything in your control to deliver your best possible performance.