Nonstop Sales Boom: Powerful Strategies to Drive Consistent Growth Year After Year

Nonstop Sales Boom: Powerful Strategies to Drive Consistent Growth Year After Year

by Colleen Francis
     
 

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Do your company's sales results lurch between highs and lows--with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable.

Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from

Overview

Do your company's sales results lurch between highs and lows--with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable.

Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team. The secret is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement:

● Attraction: Fill the funnel with lucrative prospects

● Participation: Turn them into customers faster

● Growth: Invest in valued clients

● Leverage: Turn customers into referral generators

When companies concentrate on only one or two of these areas, their results become erratic. With the field-tested strategies in Nonstop Sales Boom, readers will learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline. Packed with enlightening examples of sales disasters and standouts, this practical guide brings balance to the selling process, reliability to revenues, and booming sales all year long.

Editorial Reviews

From the Publisher

"Packed with enlightening examples of sales disasters and standouts…brings balance to the selling process, reliability to revenues and booming sales all year long." --Top Sales World

"If you plan to buy, read, study, teach from, and hand out just one book this year, it must be Nonstop Sales Boom.--PCB007.COM

"Colleen Francis’s new book is one you will mark-up, dog-ear, and highlight the heck out of." --Realtor Magazine

",,,great book for any professional salesperson and we love her approach to the topic of prospecting." --Go for No!

“…a must read for sales managers and business leaders interested in achieving long term growth and success." --Peak Sales Recruiting

"If you are in any way responsible for sales in your company, this book is a gold mine." --The Chronicle Herald

"Improve your skills and bring consistent growth year after year with NONSTOP SALES BOOM.” --Your Sales Management Guru

“I would recommend you buy this book for each of your salespeople...[discuss] how it fits in your sales process...and develop a team discussion on the topic." --Your Sales Management Guru

Insightly Best Small Business Books of 2014

“Lots of great ideas…covers every stage of the sales process and even goes beyond it to offer ideas for garnering additional sales from existing customers.” --About.com/Sales

“Packed with enlightening examples of sales disasters and standouts…brings balance to the selling process, reliability to revenues and booming sales all year long.” --Top Sales World

“This book teaches sales executives how to avoid boom-bust cycles… standout concepts for long-term business growth.” --Peak Sales Recruiting

Product Details

ISBN-13:
9780814433768
Publisher:
AMACOM Books
Publication date:
08/13/2014
Pages:
288
Sales rank:
635,857
Product dimensions:
5.90(w) x 8.90(h) x 0.80(d)
Age Range:
18 Years

Related Subjects

Read an Excerpt

I N T R O D U C T I O N

A Better Way: A Nonstop Sales Boom

MOST SALES ORGANIZATIONS ARE FAR TOO FAMILIAR with the following scenario: As the end of the quarter approaches, team members are frenetically working to close deals. Some will close those deals and some won't. At the end of the quarter some salespeople have made their target, some haven't. And at the start of that next quarter, almost all of them--those who didn't meet their targets and those who did--will be facing insufficient pipelines and spend the next weeks chasing new leads that may or may not close in time.

Feast or famine, boom or bust, apex or nadir--it's a pattern that too many sales organizations regard as a necessary evil. I don't. I see it simply as an evil. This is what compelled me to write Nonstop Sales Boom.

Sadly, all too often when teams perform well in one quarter they are more likely to see results collapse in the next. Why? In the all-consuming rush to close deals at the end of the quarter or year, key activities fall by the wayside. And when activities like lead qualification and account management suffer, the seeds are sown for bad results down the line--in effect, creating a self-imposed vicious cycle where results vary significantly from quarter to quarter.

For sales leaders, this boom and bust cycle creates enormous uncertainty and inconsistency. Yet it's considered "normal." Do any of the following statements sound familiar?

• "We always have inconsistent results because our buyers don't buy in the first month of the quarter!"

• "I expect fluctuating individual sales performance! They can't be perfect all the time. If they were, that would show that our targets are too low."

• "It's okay to have a few on the team who underperform. They are balanced out by the overperformers."

• "I'm just in a slump. I'll get over it soon."

• "Our business is always seasonal."

• "It's just the typical hockey stick!"

• "It's always been this way. Nothing we can do will change it now." These are the justifications of poor sales management. And reasons why you should read this book carefully!

However hard you try to justify it, boom--bust revenue production is indicative of a much larger problem: a nonstrategic, boom--bust mentality that somehow manages to adhere like glue to the brains of sales management. I know that sales reliability is highly sought in sales organi-zations and that reliability continues to be an elusive goal. I also know that the process of chasing it down leaves sales executives (who are dealing with end-of-quarter stress) and individual salespeople (who are trying to establish consistency) completely devoid of the energy they need to do their jobs. A sales vice president I spoke with recently told me sales reliability was also the cause of her gray hair!

While extensive improvement work has been done by experts and well-intentioned companies in specific tactical parts of the sales process, such as cold calling, prospecting, and presenting, never before has a focus been placed on the specific causes of and cures for the roller-coaster boom--bust cycle that most sales organizations endure.

Until now.

Welcome to Nonstop Sales Boom. In this book, I will challenge you to reject the typical boom and bust sales cycle where results lurch between highs and lows and the end of each quarter is a mad scramble. Instead, you'll learn the strategies and tactics for creating your own perpetual sales growth quarter after quarter, year after year.

At the heart of these strategies and tactics is a new framework called the Sales Radar™ that replaces the step-by-step mindset of traditional sales with a holistic, constantly spinning assessment of all the opportunities for sales that surround you. The Sales Radar mindset is not just focused on attracting prospects and closing sales, but also explores the myriad opportunities with and through current customers--from the leads and sales that arise during the implementation or participation phase, to bigger sales to current customers looking to grow their engagement with your company, to the leads to new, qualified prospects from satisfied customers whose enthusiastic advocacy can be leveraged into sales to new clients.

In the pages that follow, you'll learn in detail how the four states of engagement of your Sales Radar--Attraction, Participation, Growth, and Leverage--break the boom and bust sales cycle and instead lead your company to a Nonstop Sales Boom.

I'm sure that some of the stories of success and failure that you'll read in this book may appear to be taken from your own operation. Don't worry, it's not just you. Many sales teams and organizations have been drawn into these never-ending highs and lows. It's time to end the cycle.

Meet the Author

COLLEEN FRANCIS is President and Founder of Engage Selling Solutions. Selected as a 2013 Top Sales Influencer by Openview Sales Lab, Colleen is known for delivering results. Her clients include Merck, Hilton, Chevron, Royal Bank of Canada, Dow AgroSciences, Adecco, Trend Micro, and countless other leading organizations.

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