“In times of uncertainty, create structure” – Sir Ernest Shackleton, Explorer
Is your business in an uncertain spot? Are you not sure what to do to jumpstart sales growth?
Follow the words of Mr. Shackleton. His story of leadership is an amazing one. He kept his crew
alive in the early 1900’s for over a year when his ship become stuck in the ice in Antarctica. An
amazing feat for that period! One of the keys to his success was creating structure that every
member of his team could follow day in and day out. This structure allowed them to focus on the
task at hand versus getting caught up on their situation. The team trusted the process and that
led them to survival.
Do you have the structure you need to thrive?
Every highly productive sales force, whether your company is big or small, has an infrastructure
and proven process’ in place that allows the team to thrive and produce results every year.
That structure helps remove some of the variables that come from running a business. That
structure allows you and your management team to effectively lead your team to execute at an
Start with the basics:
Building a solid sales infrastructure to support the sales team and sales management is of the
utmost importance for increased and sustainable revenue growth, specifically:
• Developing a customized, written sales business plan and revenue plan by salesperson, by
product, and by month;
• Implementing a Customer Relationship Management system (CRM);
• Developing a custom sales process for each product line and programming it into the CRM. This
enables the business owners and sales management to tell at a glance which stage in the sales
process each opportunity is in and what needs to be accomplished in order to move each opportunity
to the next stage;
• Developing key performance indicators (KPIs), forecasting models to track how the sales team
is doing; and
• Defining the structure and content for productive weekly sales meetings.
At New England Sales Solutions powered by Sales Xceleration, we know that any sales
and business growth comes with structure. Without that sales structure as a
foundation, your organization will struggle to produce consistent results. When we are
called in to assist a business, we work with you side by side to build that solid, time tested,
results proven structure to grow. Regardless of when we enter the situation as your advisor, we
help you manage the uncertainties associated with sales and build a foundation that will help you
to thrive for years