Robert Darby’s Post

I worked closely with VPs of Sales and learned that these 𝟲 𝗿𝗲𝘀𝗽𝗼𝗻𝘀𝗶𝗯𝗶𝗹𝗶𝘁𝗶𝗲𝘀 keep them up at night. Always take this into account when talking with them. 1. 𝗠𝗮𝗻𝗮𝗴𝗶𝗻𝗴 𝘁𝗵𝗲 𝘁𝗲𝗮𝗺. The sales team can be quite diverse - LeadGen, SDRs, BDRs, AEs, and Team Leads. Then all of these can be specialized for inbound, outbound, or full cycle. For the majority of the time, the VP of Sales will just need to deal with people and all the good and bad that make us who we are. Whether it's putting out fires because an AE made a mistake, lack of motivation of an SDR, or organizing an SKO - this takes a toll on their focus, energy levels, and strategic clarity. To fight this chaos they will rely on processes. 2. 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗽𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀, 𝗰𝗵𝗼𝗼𝘀𝗶𝗻𝗴 𝘁𝗼𝗼𝗹𝘀 𝗮𝗻𝗱 𝗺𝗼𝗻𝗶𝘁𝗼𝗿𝗶𝗻𝗴 𝗼𝘂𝘁𝘀𝗼𝘂𝗿𝗰𝗲𝗱 𝘀𝗲𝗿𝘃𝗶𝗰𝗲𝘀. But guess who will need to build initial processes - VP of Sales. They need to build it, control their fulfilment and monitor their effects. Best practices are also made around purchasing tools or outsourcing services. 3. 𝗖𝗿𝗼𝘀𝘀-𝘁𝗲𝗮𝗺 𝗰𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗶𝗼𝗻 They will collaborate with other teams that influence sales success - Marketing, Product, Customer Success, Customer Support and Development. It's a lot of work, brainstorming, persuasion and learning. 4. 𝗖𝗘𝗢 𝗮𝗻𝗱 𝗖𝗙𝗢 𝗮𝗹𝗶𝗴𝗻𝗺𝗲𝗻𝘁 CEO drives the direction of the company development. CFO helps him put capital to work so the company follows this direction. Part of this capital will go to the sales team. VP of Sales will spend hours talking strategy with the CEO, fighting for budget while at the same time looking to be cost-efficient. 5. 𝗘𝘅𝘁𝗲𝗿𝗻𝗮𝗹 𝗰𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁 𝗮𝗹𝗶𝗴𝗻𝗺𝗲𝗻𝘁 Maybe the trickiest relationship for any VP of Sales. An expert outside of organisation comes in and starts meddling with GTM strategy, existing procedures and tools, and just brings a lot of ideas to the table. Maybe the team is not ready for these changes. There is a lot of maturity needed to put a collaborative hat on, work with this person and stand your ground when you don't agree with a suggested approach. 6. 𝗦𝗲𝗹𝗳-𝗱𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 𝗮𝗻𝗱 𝗹𝗲𝗮𝗿𝗻𝗶𝗻𝗴 VP of Sales needs to be informed on the latest sales practices. If not, he'll not be able to lead effectively. Besides sales tactics and technology monitoring, he will need to work on the human side of collaboration, adapt his leadership style and continuously get out of the comfort zone to achieve all of this. -- When you know the daily struggles of your Buyer Persona - you are on a good path to approach them with empathy and present how your solution can help them tackle at least a portion of these tasks. How well do you know your Buyer Persona? Follow for more sales talks - Radisa Radisic.

Becoming a successful sales manager requires a mix of leadership skills, industry knowledge, and the ability to motivate and guide your team. Here are key steps to excel as a sales manager: 1. Understand the Role Your primary goal is to drive sales and revenue by managing and empowering your team, not just closing deals yourself. Develop strategic thinking to align sales goals with the company’s objectives. 2. Master Sales Fundamentals Understand the sales process thoroughly, from lead generation to closing deals. Stay updated on market trends, competitor strategies, and customer needs. 3. Develop Strong Leadership Skills Lead by example: Demonstrate the behavior and work ethic you expect from your team. Communicate effectively: Set clear expectations, provide constructive feedback, and listen to your team. Inspire and motivate: Create a positive environment and recognize achievements. 4. Build and Empower Your Team Hire the right people: Look for candidates with potential and align them with the team culture. Provide training and development opportunities to help your team grow. Delegate responsibilities and trust your team to take ownership of tasks. 5. Set Clear Goals and Metrics Use SMART (Specific, Measurable, Achievable, Relevant, Time-bound) goals to set clear objectives. Track performance using key metrics like conversion rates, revenue growth, and client retention. 6. Leverage Technology and Data Use CRM tools to manage customer relationships and track sales activities. Analyze data to identify trends, forecast sales, and make informed decisions. 7. Cultivate Strong Relationships Build rapport with clients to maintain long-term partnerships. Collaborate with other departments, like marketing and product development, to align strategies. 8. Adapt and Innovate Stay flexible in the face of market changes or team challenges. Encourage innovation and experimentation with new sales techniques. 9. Be Resilient and Solution-Oriented Embrace challenges and turn setbacks into opportunities for growth. Help your team overcome obstacles by providing guidance and support. 10. Seek Feedback and Continuously Improve Ask for feedback from your team, peers, and leadership. Invest in personal growth by reading, attending workshops, or networking with other sales leaders. By combining these skills and practices, you can build a successful career as a sales manager while leading your team to consistently achieve and exceed targets.

Attention all sales professionals! Are you seeking to amplify your sales performance and drive consistent results? We have just the resource for you. Our latest article dives deep into the world of Opportunity Management - a crucial element in the sales process that can make or break your success. Read it [here](https://lnkd.in/ehr5yvD7) to gain insights that are both actionable and practical. Here's a taste of what you'll discover: 1️⃣ The Importance of a Robust Structure: Learn why the right organisational structure is vital for your sales team's success. 2️⃣ Best Practices for Opportunity Management: Discover proven techniques to keep leads moving down the pipeline efficiently. 3️⃣ The Role of Value Creation: Understand how creating value for the buyer can enhance your sales opportunity plans. This article provides you with a comprehensive guide to effective Opportunity Management. It's time to elevate your sales game and achieve consistent, profitable results. Don't just take our word for it - click through and see for yourself. Stay tuned for more insights and remember - in sales, knowledge isn't just power, it's profit. #OpportunityManagement #SalesSuccess #ExelaInsights

Strategic sales people may miss their targets for various reasons, including: 1. Lack of Clear Strategy: Sometimes, sales teams may lack a clear, well-defined strategy. Without a roadmap outlining goals, target markets, and tactics, it's easy to miss targets. 2. Ineffective Planning: Even with a strategy in place, poor execution due to inadequate planning can lead to missing targets. This includes insufficient resource allocation, unrealistic timelines, or not adapting plans to changing market conditions. 3. Insufficient Training and Development: Sales teams need continuous training and development to stay competitive. If they lack the necessary skills, product knowledge, or understanding of sales techniques, they may struggle to meet targets. 4. Poor Lead Generation: Without a consistent stream of qualified leads, sales teams may find it challenging to meet their targets. Ineffective lead generation strategies or a lack of focus on lead quality can contribute to missed opportunities. 5. Failure to Adapt to Market Changes: Markets are dynamic, and what worked yesterday may not work tomorrow. Sales teams need to adapt quickly to changing market conditions, customer preferences, and competitive landscapes. Failure to do so can result in missing targets. 6. Inadequate Sales Tools and Technology: Salespeople rely on tools and technology to streamline their processes, track progress, and communicate effectively with prospects and customers. Outdated or ineffective tools can hinder their performance and contribute to missed targets. 7. Poor Communication and Collaboration: Effective communication and collaboration within the sales team and with other departments are essential for success. Misalignment between departments, unclear expectations, or lack of collaboration can lead to missed targets. 8. Inaccurate Sales Forecasting: Overestimating or underestimating sales forecasts can lead to missed targets. Accurate forecasting requires a deep understanding of market trends, customer behavior, and sales pipeline dynamics. 9. Lack of Motivation and Engagement: Sales is a demanding profession, and burnout or lack of motivation can affect performance. Sales leaders need to foster a supportive and motivating environment to keep their teams engaged and focused on achieving targets. 10. External Factors: Sometimes, external factors beyond the sales team's control can impact their ability to meet targets. This could include economic downturns, changes in regulations, or unexpected competitive pressures. Addressing these challenges requires a holistic approach, including refining strategies, investing in training and technology, fostering a culture of collaboration and innovation, and continuously adapting to evolving market dynamics. #salessuccess

“From Legacy to Decision Making: The sales world has evolved from a legacy approach, through linear processes, to the current era of decision making. Each shift has required sales professionals to adapt and refine their strategies.” There is the possibility of building this into your sales process or method. The reasons for doing this are many but mostly due to the monumental mindset shift this represents. Even when presented with a sales flow that is more a decision guide sellers who have been conditioned to “sell” in many ways reject the notion that they need to guide decisions. Buyer Enablement is awesome but this world needs to move in the direction of Decision Enablement and spend ALL GTM resources on helping people make business decisions that lead to change decisions that lead to purchase decisions. #buyerenablement #beyond3 #revenueacquisition

Food for thought, although there is no excuse for lazy sales efforts... I have spent a few years short of two decades in software solution sales, both directly and indirectly supporting the sales function. I have experienced and witnessed loads of knee-jerk rejections from "prospects" who have not even made the slightest effort to identify what was being offered or why you chose to target them. What I found most notable through these experiences were that these responses rarely came from CEO's, MD's or business owners and was isolated mostly to middle or senior management within companies. This highlights a concern as personal interest prioritization seems to be a commonly drawn conclusion. What if we were to spin the narrative around and point out that middle to senior management were logically responsible for ensuring that their divisions or departments were run in the most efficient manner, and if made aware of improvement solutions, the departmental leaders should at least review or evaluate them. Change and adaptability are key in todays business landscape where competition is around every corner, leaving businesses with little ability to dictate what they charge resulting in cost management being critical. There is a marketing message around every corner and giving each one a portion of your time can become challenging. But, are you guilty of rejecting opportunities to evaluate what could be your companies next best tool for improving customer service/experience and efficiency, while driving down costs. If this is you, perhaps consider small changes by allowing a limited window each week to evaluate what is out there and how it could benefit your department, business and its customers. If you are the wrong person, don't reject these on behalf of your organization as its surely not your call to make. This is a personal perspective piece triggered by the below image that I came across once again after first seeing it many years ago. 🤣 👏

𝐓𝐡𝐞 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐒𝐚𝐥𝐞𝐬 𝐌𝐢𝐧𝐝𝐬𝐞𝐭: 𝐇𝐨𝐰 𝐂-𝐋𝐞𝐯𝐞𝐥 𝐋𝐞𝐚𝐝𝐞𝐫𝐬 𝐂𝐚𝐧 𝐃𝐫𝐢𝐯𝐞 𝐓𝐨𝐩-𝐋𝐢𝐧𝐞 𝐆𝐫𝐨𝐰𝐭𝐡 Throughout my career as an executive recruiter and talent specialist, I’ve had the opportunity to work with some of the most dynamic C-level leaders across a range of industries. I’ve consistently observed that the most successful executives have something in common: a strong sales mindset. Sales isn’t just a department; it’s the heartbeat of any organization. For C-level leaders, adopting a sales mindset means understanding the nuances of the market, being attuned to customer needs, and driving revenue growth through strategic decisions and actions. Here’s how C-level executives can cultivate a sales mindset to propel their organizations forward: ➡️ Embrace Customer-Centric Thinking: At the core of any successful sales strategy is a deep understanding of the customer. C-level leaders with a sales mindset prioritize customer-centric thinking across all areas of the business. This means fostering a culture where every decision—from product development to marketing and customer service—is made with the customer’s needs and pain points in mind. ➡️ Set Clear, Revenue-Focused Goals: Just as sales teams operate with clear targets, C-level leaders should set specific, revenue-focused goals for their organizations. These goals should be ambitious yet achievable, aligning with the company’s broader strategic objectives. ➡️ Lead by Example: A sales mindset starts at the top. When C-level leaders demonstrate a strong commitment to growth and a proactive approach to selling the company’s vision, products, and services, it sets the tone for the entire organization. ➡️ Foster Cross-Functional Collaboration: Driving top-line growth is not the sole responsibility of the sales team; it requires collaboration across all departments. C-level leaders with a sales mindset encourage cross-functional teamwork, breaking down silos between sales, marketing, product development, and customer service. ➡️ Invest in Sales Enablement: Just as sales leaders invest in training and development for their teams, C-level executives should prioritize sales enablement across the organization. This includes providing the tools, resources, and training needed to enhance the sales process, improve conversion rates, and drive revenue. Adopting an executive sales mindset is about more than just thinking like a salesperson; it’s about leading with a focus on growth, understanding your customers, and fostering a culture that prioritizes revenue generation at every level. By embracing this mindset, C-level leaders can drive top-line growth and position their organizations for long-term success. How do you incorporate a sales mindset into your leadership approach? I’d love to hear your insights and experiences!

Creating a strategic sales plan for long-term success in outside sales involves thorough planning, understanding your market, and setting clear goals. Here's a step-by-step guide to crafting an effective sales plan: 1. Set Clear Objectives and Goals Define Long-term Vision: 2. Conduct Market Research and Analysis Identify Target Market: 3. Develop a Value Proposition Unique Selling Proposition (USP): Define what makes your product or service unique. 4. Create a Detailed Sales Strategy Sales Channels: Sales Process: Pricing Strategy: 5. Build a Customer Acquisition Plan Lead Generation: Qualification Criteria: Establish criteria for qualifying leads to focus on high-potential prospects. Sales Funnel: Create a robust sales funnel to guide prospects through the buying journey. Ensure each stage is optimized for conversion. 6. Develop a Relationship Management Strategy 7. Train and Equip Your Sales Team Sales Training: Sales Tools: Performance Metrics: 8. Set a Budget and Forecast Sales Budget: Sales Forecasting: 9. Monitor Performance and Adjust Key Performance Indicators (KPIs): Regular Reviews: Adapt and Improve: 10. Focus on Continuous Improvement Feedback Loops: Innovation: Learning and Development: 11. Build a Strong Brand Presence Brand Awareness: Thought Leadership: Customer Testimonials: 12. Foster a Positive Sales Culture Team Collaboration: Incentives and Recognition: Work-life Balance: Encourage a healthy work-life balance to prevent burnout and maintain morale. By following these steps and focusing on long-term strategies, you can create a robust and adaptable sales plan that drives sustained success in outside sales.