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How do you manage your sales productivity? Do you use an automated tool?

Too often, “automated” sales tools merely act as contact databases, or store a history of what you’ve done. They don’t help you by telling you what you need to do to close a deal. They don’t help you become more productive. Imagine the sales growth you could achieve by having an always-available sales tool that guides you through a step-by-step flow, helping you to close more deals, faster.

With Worldleaders SFA, you get this advantage – increase sales productivity through a cloud-based tool that automates the sales process for you. Our online system automates the sales process, helping you to close more deals, and win more business! Learn more here.

Have you set aside some time to think about your business and what’s over the horizon for you? Check out this great article from Luis Martinez – Take Time for Strategy.

The AOL Small Business site posted an interesting article the other day on starting up a new business in today’s unstable economy.

The article referenced several quotes from AOL’s Board of Directors, and it was interesting to see how many of them echoed our philosophy here at Worldleaders – the importance of defining your value and price propositions as competitive differentiators within your sales model. Our current shaky economy forces those starting new businesses to focus on product and service differentiation, and defining a value proposition that equates to revenue generation for your customers. This is one of the key aspects that we drive our clients towards during our sales assessment – and it is a step that is absolutely critical for emerging small businesses that are starting up during this tough time.

To learn more about our Sales Assessment services, check out our Sales Consulting page.

Check out our latest video highlighting Jeff Valentine, CEO of Callfinity.

In the video, Jeff talks about his experience with Worldleaders and shares how working with us has helped their sales team be more productive and ultimately, more successful.

Most salespeople hate Sales Force Automation (SFA) systems. After all, who wants to waste time entering data into an online system when you can be making calls and winning deals, right?

However, every once in a while, you come across a sales person that actually embraces SFA tools. These tools are their safety net, and in fact, are viewed as job security. After all, with all the client data, logged calls, and notes entered into the system, surely it demonstrates that they have been busy at work.

This is precisely the problem with traditional SFA systems – they are good at telling you what you’ve done, but not good at telling you what you need to do to close a deal. These “Feel Good” systems are great for the under-performing sales person. They hide inadequacy. They allow sales people to report each week – “Look at all the data I entered! I’ve been busy!”. But busy doing what? Not winning deals.

For example, look at Salesforce.com. Sure, its a professional looking online system with loads of functionality. But does it help you win deals? Does it improve your ability to win deals at a faster rate? No. It does, however, allow you to log a call, capture notes, and select your win probability. How many of you sales managers out there actually believe that number, anyway? Are you honestly going to run your sales projections against some random win % entered by a sales person?

These traditional SFA systems make it worse for everyone – the under-performing sales person continues to under perform. Sales managers continue to struggle with low close rates, stalled deals, and poor forecasting data.

Wouldn’t you rather have a sales automation system that told you what was required in order to close a deal? A system that outlined the precise steps you must take to ensure a high win probability? A system that focused on deal flow instead of data entry? As a sales manager, of course you would. As an under-performing sales person, it might be too much exposure.

Is your high technology company lacking the sales capabilities required to win more customers, bigger customers, and new markets?

Despite what your sales team tells you, most companies do not have a proven and repeatable method for winning sales. Each salesperson has their own approach to making sales, but are they winning these deals? When deals stall or close ratios do not meet expectations, typically the sales pursuit team hasn’t covered all bases and they do not realize what is missing. Your sales team can improve their win/loss probability by implementing an automated selling method that provides invincibility to missing any decision-making details in any deal.

Worldleaders has created a next generation sales force automation (SFA) tool built especially for the small to medium size high technology industry with a one of a kind product. These companies are selling a complex product to an organization with multiple decision makers who have competing motivators.

This platform streamlines sales effectiveness though it’s Deal Flow Engine with an embedded solution-selling method that guides salespeople into performing the right tasks at the right time to win more deals. The sales team must go through each step of the solution-selling method, including talking to all top decision makers, qualifying every sale, and sustaining these proven sales methods on a daily practical basis. The system also provides a Dashboard that gives sales managers and sales people real-time data and daily activities to drive correct selling behavior. The Accounts and Order Management module maintains customer account information, and orders statuses.

Continue to follow this blog for updates and testimony about Worldleaders SFA.

The age old saying, “It’s not whether you win or lose, it’s how you play the game” is not quite accurate when it comes to sales. When you play the game better than your competitor, you should and will win the game of sales.

In today’s competitive environment, rarely is there a product or service that is so clearly differentiated from their competitors that the win doesn’t come down to the actions of the sales person driving the winning pursuit. The primary reason that a sales person loses a sale is because they are outsold.

Let’s take a few moments to test this theory. If you are outselling your competitors, you are consistently doing the following:

1. Connecting with all members of your client’s decision making team, and validating your solution with each of them.
2. Confirming that the initiative is a high priority, has a compelling reason to buy and a clarified buying timeframe.
3. Aligning your solution correctly in terms of scope, schedule and cost.
4. Complying with all legal and procurement terms and conditions.
5. Understanding who you are competing with and aligning your solution to be the best “fit” for your client.
6. Developing a business case that clearly exhibits return on investment in terms that are important to your client.
7. Planning presentations that include executive sponsorship from both parties.

Competency in working through the above steps will result in you winning your fair share. In fact you will win more than 70% of the time.

And that’s how the sales game is played and won…

Worldleaders enables teams that sell high technology and outsourced solutions to win more sales. During the past 17 years, we have helped organizations ranging from five to 8,000 people increase their sales.

“Working with Worldleaders was a great decision. Their ability to find a number of high-end suitable candidates for our positions was remarkable. Coupled with their willingness to work with us from recruitment right through onboarding allowed Entre Computer Services to add top talent we might otherwise not have found.”

Andre Godfrey
President/CEO
Entre Computer Services