Tools:
Sales Enablement Checklist
Summary:
- Standardization of Sales Practices: A defined opportunity development process ensures that all sales professionals follow a uniform approach, leading to consistency in how sales activities are conducted and measured across the organization.
- Qualitative and Quantitative Analysis: Utilizing a checklist allows for both qualitative and quantitative assessment of opportunities, ensuring that decisions are data-driven and that each opportunity is evaluated against the same criteria.
- Efficient Resource Allocation: A structured process helps in identifying the most promising leads, allowing for optimal allocation of time and resources to areas with the highest potential for conversion and revenue generation.
- Continuous Improvement: Documenting the sales process in a form or checklist enables ongoing analysis and refinement of sales tactics based on what has been effective, fostering a culture of continuous improvement and adaptation to market changes.
- Training and Onboarding: A clearly defined and documented process serves as a valuable tool for training new sales representatives, ensuring they understand the best practices and can quickly ramp up to full productivity.
Models:
SALES:
THE AXE - CHALLENGER SALEHOW OF SALESMAKE THE IMPLICIT EXPLICIT
NEGOTIATION
PROSPECT THEORY / LOSS AVERSION
Sources:
The Challenger Sale - Matthew Dixon & Brent Adamson
Let’s Get Real or Let’s Not Play - Mahan Khalsa & Randy Illig
The Checklist Manifesto - Atul Gawande
Quotes:
"Not everything that counts can be counted, and not everything that can be counted counts." - Albert Einstein
"An idiot with a plan can beat a genius without a plan." - Warren Buffett
“Life punishes the vague wish and rewards the specific ask.” - Tim Ferriss
"The great sin for a leader is not in being defeated but in being surprised." - Frederick the Great
"Positioning is the silent force behind success.” - Jack Trout
“No plan survives first contact with customers.” - Steve Blank - on staying innovative & flexible.
“Courage is only the accumulation of small steps.” - Gyorgy Konrad
“People don’t want to buy a quarter-inch drill. They want a quarter-inch hole.” Theodore Levitt (move off the solution)
“We are trying to prove ourselves wrong as quickly as possible, because only in that way can we find progress.” - Richard Feynman
"Fall seven times, stand up eight.” - Japanese Proverb
“To be happy people need something to solve.” - Mark Manson