A definition of SALES SUCCESS = strategically and continuously equipping client-facing employees with the ability to have valuable conversations with consumers through all stages of the consumer life cycle.
Let’s dissect this definition:
Strategic = planned
Continuously = doesn’t end with the last transaction or last meeting
Equips client-facing employees = gives employees the resources they need to add value to the consumer value chain. All employees are client-facing.
Ability to have valuable conversations with consumers through all stages of the consumer life cycle = makes sure all employees can have a meaningful conversation with everyone on the street about the company where they work. Do all employees know the mission statement? Is management running advertisements to the public and not letting the employees see them first? How embarrassing for a neighbor to say I love your new company advertisement and the employee to say they haven’t seen it because they ONLY cut the grass? Missed opportunity.
No one will argue that sales success increases ROI. However, to increase ROI through sales success, leaders in the organization must strategically and continuously equip client-facing employees with the ability to have valuable conversations with consumers through all stages of the consumer life cycle.
Leaders – are you increasing ROI by staying close to your customers?
Special thanks to Tracy Meinke for her help in writing this article.
Tracy Meinke is Sr Manager Sales Enablement and Training at Medela LLC. She develops the global sales enablement program, delivers related training to Sales and Marketing and drives sales productivity through effective sales processes, tools, and skills training. She is responsible for driving sales productivity with national account executives, pre-sales, partners, inside sales, and marketing teams to increase sales effectiveness.
Previously she held positions as Sales Consultant, Clinical Sales Specialist and Sales Trainer at both Medela as well as Systagenix (J & J company). Her background includes 13+ years in IT Project Management at W.R. Harper College. Before that role she was a System Analyst for United Airlines specializing in distributive computing.