How to build a sales engine that will land massive deals – repeatedly A sales engine is a great strategy to increase your number of closed deals. As a sales manager, how do you build a sales engine to land massive deals for your team? Nigel Green works with executive investors and sales leaders of companies to help them scale up faster and smarter. As a sales advisor, he works behind the scenes to ensure that leaders are hitting their targets at the end of the year. Nigel understands that if you don’t relentlessly pursue your craft and coach your team well, you won’t be in the game very long. The revenue harvest Nigel coined the term, Revenue Harvest, in this sales leaders almanac containing the fruits of 15 years of experience. He’s been helping various companies build their sales team faster so investors have a chance to grow their private equity. Sales leaders in this kind of environment need to act fast. When Nigel moved to a farm, an hour outside of the city, he was able to observe the farming community. He realized that leading a sales team was very similar to tending crops. Both can face circumstances that are outside of our control. The farmer knows he’s got to produce a crop but looking at the year, he wonders when it’s going to be too hot or too cold, when it's going to rain, or not. These are elements a farmer can’t control but he can’t be paralyzed by the uncontrollables. He’s got to get to work. In Revenue Harvest, Nigel shows sales leaders how to yield results year-in and year-out that are consistent. Nigel has broken this down into seven principles a sales leader can follow. Create a plan The first principle in the Revenue Harvest helps sales leaders understand what a plan really is and how to do it well. Most sales people don’t have a plan. They’ve been given a plan by their leader but they haven’t pushed back in areas where it’s not realistic. Leaders need buy-in from the influencers on their team and it needs to be implemented in a time period that will be effective, before the first quarter. Sales leaders have a responsibility to not only assign the revenue and targets of the plan to the sales rep, but also to the customers. The plan also has to account for the metrics that are important to the business. Only the sales leader can make sure that everybody on the team is spending their time well and score-carding. The leader needs to incentivize the team in a way that is aligned with the CEO or COO’s goals. Oftentimes, time isn’t a salesperson’s friend but with planning, time can be used more efficiently. Planning for adversity The truth is, most people don’t plan for adversity. We plan the year assuming that everything is going to be perfect. We don’t plan for the person who is going to quit or go on maternity leave and we don’t plan for competitors to launch a new product. Most sales leaders don’t expect adversity but the truth is, it can come when we least expect it. A real plan accounts for adversity. The first step in planning is to ask when the budgest season starts. The budget season is a common language in private equity companies. This season typically falls in September or October. By that time, the heads of the company want to see a completed budget expenses revenue target, if new reps need to be hired, etc.. As a proactive leader, you want to go to the heads of the company to get a sense of what it is they want you to accomplish, what resources they’re going to give you throughout the year, and negotiate if it doesn’t sound feasible. Sales leaders have the responsibility of making sure that adequate resources are in play to hit the numbers. Positioning Positioning is...

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related