The blog

Check in to the Chicago Sales Strategies Youtube channel regularly for sales strategies and business tips that I have garnered from my experience in the sales industry!

I was on the phone earlier today with a partner (a keynote speaker, sales trainer and owner of a SEO company) discussing the different services Chicago Sales Strategies offers. He  immediately asked me for my Value Based Sales workshop slidedeck when I mentioned I provided this service. We went on with our discussion and I sent him the presentation as soon as we hung up.
Within minutes of sending it, he called me again…

In previous posts I’ve touched on some very general points about sales plans, and I’d like to start with the basics here. What’s the difference between a sales plan and forecast (or is there one)?
The answer is a resounding yes. A sales plan and a forecast are absolutely separate documents and both are critical to success.

Regardless of the product or service you are offering, that is not what your customer is buying…. Knowing what you’re selling is a critical factor in maximizing your sales effectiveness….

Sales is not like any other department in an organization, and their incentive plan cannot simply be lumped into an overall HR budget. Their incentive plan is directly linked to the business plan.
In many ways, salespeople are some of the simplest creatures in the world – show them how to make money and get out of their way. The problem is, it is critical to ensure that you as a business owner are incentivizing the correct behaviors. Let’s look at a few scenarios:

Yes, I consider Value Based Sales (VBS) so critical to a company’s success that I’m writing about it yet again- and indeed, I plan on revisiting it occasionally. I suggest that VBS will not only improve your close rate, increase your margins and revenues, but also increase customer satisfaction!
Doesn’t that sound great? Make more money and increase customer satisfaction? You’re probably asking yourself: “how is that possible? My customers want the best offering out there for the lowest price possible!” While that may be true, nobody wants to just throw money away. Most customers will spend more if the value is there. Let’s dig deeper:

Sales Organizations – What is the Best Structure?
While the scope of your business will play a large factor in determining your optimal structure, there is one critical mistake many business leaders make (both large and small). The sales organization must be a part of the sales plan, which is in-turn linked to your business plan. This forces you to look at the existing organization when making any changes to either your business or sales plan.
Let’s look at some of the considerations that should go into determining your best structure.

Let’s talk about working with Independent Representatives.

Human nature says that salespeople are going to sell whatever is easiest to make them money – this goes double for independent reps! If they’re not selling your product, it’s because on the “time – sales continuum” you are not competitive versus their other options. Read on to learn about some of the reasons this can happen.