If you really want to bust through your revenue roadblocks, you need a holistic approach to growth. Sales BQ® uses an exclusive process that we call "Build + Hire + Drive". The Build phase is all about analyzing what's currently in place, finding what's not working, and identifying what's missing. The Hire phase is about building a high performing team and culture. The Drive phase is about communication, coaching, metrics, and driving the process through to your revenue goals. In The Master Guide to Busting Revenue Roadblocks, we've broken down each of these categories and provided you with helpful resources to get you on the way to busting your revenue roadblocks and generating the ROI you know your company is capable of.
1. BUILD a Profitable Sales Engine
The first step in getting past revenue blocks is to take a step back and analyze the bigger picture. Use the information from these analyses to BUILD a profitable sales engine.
To begin building a profitable sales engine, ask yourself these questions:
- What does my company's infrastructure currently look like?
- Where are the missing links?
- What does the tech stack look like?
- Is there alignment throughout the sales cycle?
- Is your branding cohesive?
- What processes are in place to nurture customer retention?
Your marketing, sales, sales ops, and and customer success efforts need a thorough audit. We suggest utilizing our free RevOps Infrastructure Audit Master Template to get a comprehensive look at your infrastructure and determine any missing links.
Take a deep dive with the following resources:
Creating a Sales Engine - A sales engine is a powerful and successful sales team that accentuates the strengths of each rep. It can be difficult to find one person that is a strong hunter, closer, and relationship builder. Creating a sales engine that splits the different strengths of each person into a specific roles to work together is more profitable than trying to find multiple people that can do the whole sales cycle.
The three main parts of the sales engine include: Sales Development Representative, Account Executive, and Account Manager. Each of these positions are focused on a different section of the sales cycle. When they all work together as one, they create an unbeatable team and skyrocket sales. Learn more about each specific role and how they take part in the sales engine in this article.
Grow Revenue Holistically - Many CEOs are under pressure to increase revenue, but knowing where to focus your revenue generation efforts can be a challenge. While your instincts may be telling you to focus on one specific problem area, companies often benefit from better long-term results when revenue growth is approached holistically. Approaching revenue growth holistically means focusing on efficient and profitable revenue growth across marketing, sales, and customer success, all focus points of the term, revenue operations. In this article, Mary Grothe, Sales BQ® CEO, has outlined the steps any CEO can take to drive more profitable, efficient, and consistent revenue growth by auditing and improving revenue operations holistically.
Build a Sales Process Map in 4 Steps (and Make Sales Forecasts a Breeze) - When building a high performing sales team, one of the critically important pieces of sales infrastructure is a well-defined sales process and visual sales process map. Many sales leaders first develop a sales process map when they implement a CRM to maximize reporting capability. However, if the stages are not defined, sales reps may incorrectly report revenue in the wrong stage of the process. Keep in mind, process should be kept separate from methodology. Discover how to build this process in this mailshake guest post by Mary Grothe.
What You Need to Know About Sales Operations - Sales Ops identifies business activities and builds processes that help their sales organization run effectively and efficiently to support business strategies and objectives. Simply put, they support, enable, and drive front line sales teams to sell better, faster, and more efficiently.
By strategically implementing training, software tools, and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results and revenue. If you're serious about busting revenue roadblocks, you need Sales Ops. Learn why here.
2. HIRE A-Level Sales Talent
To really scale your revenue, you need to HIRE amazing talent. Many business owners are missing out on the right team members because they don't even know where their talent gaps are. These gaps need to be carefully identified so you can put all-stars into those positions to help you grow.
When finding new talent, you need to know who you are looking for, look in the right places, and ask the right questions. It doesn't stop there either. Once you've found great talent, you need to invest in thorough development and training plans to reap the best results.
We've put these resources together to help you hire A-level sales talent to build a high-performing team:
The Need for Onboarding - Onboarding is the transitional process between hiring the new employee and getting a return on investment. It takes roughly 6.2 months to break even after you hire a new employee. This is the point they no longer consume from the business, but start to add value. However, 20% of turnover happens within the first 45 days of employment (octanner.com) and nearly 33% of new hires look for a new job within their first six months (hbr.og). To prevent falling into a money pit, you need a solid onboarding plan for your new hires. Not only does onboarding retain employees, it makes them more efficient in their roles sooner. Learn the Sales BQ® New Hire Onboarding Process and how you can apply it in this helpful post.
Leveraging Behavioral Intelligence to Grow and Scale Teams - Some sales reps have the knowledge and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. BQ is fueled by thoughts, which turn into feelings, which dictate actions, and result in performance. BQ is what determines a rep’s success.
- The top 10 knowledge and human-based skills that reps must have to become top performers.
- The 3 motivational styles and how each fuels BQ; altruistic, intrinsic, and extrinsic.
- A breakdown of BQ, how to benchmark yourself, identify the gaps, and make a plan for success
Sales Compensation Modeling - The sales compensation plans of yesteryear are outdated and and do not align with today's sales performers. Good sales people don't want low base salary and that is severely limiting your talent pool. You may find somebody willing to take that offer, a mediocre sales person but not the right talent. In this podcast, we discuss sales compensation. Listen now to dig into sales compensation plans. We also made a Free Sales Comp Plan Sample to accompany the podcast and help you get started.
3. DRIVE Revenue Growth
Once you've built a new sales engine and found your allstar talent, you have to continue to DRIVE the process to reap the rewards. Communication with your sales, marketing, and customer success teams is vital. Foster an environment of learning, training, coaching (not telling!), accountability, and motivation that drives quota-crushing performance. You'll want to:
- Ensure your sales team's success with in-the-field coaching
- Conduct regular individual and team training
- Discuss activity metrics, pipeline management, deal progression, & close revenue
- Empower your managers to be successful leaders
We've compiled the following helpful content to help you successfully drive profitable revenue growth:
Increase Sales with the Behavioral Quotient - Behavioral quotient is about making the decision every single day to show up and give it everything that it takes to perform at one’s highest ability. Sales BQ® has tripled its revenue year-over-year and has become a top-level consultant, coach, and trainer for the clients it serves. Learn how Sales BQ® drove profitable revenue growth using the behavioral quotient from CEO Mary Grothe on the Industry Alchemist podcast.
How to Feed a Sales Force's Behavioral Quotient - Sales professionals don't need to be told what they need to do to be better. I'ts a better approach for management to learn how to treat its salespeople the way they need to be treated in order to excel. Sales reps can be classified into three personas, based on their motivational drivers:
- 87% of top performing sales reps are intrinsically motivated. They are “fed” by recognition, feelings of self-worth, and self-competition.
- Extrinsically motivated sales reps are focused on money and love to strive for targeted goals.
- Altruistic sales reps care more about their clients than they do about recognition or making money. These individuals would be better placed in an account management or customer service role.
Learn more about the different sales rep personas and how to feed their behavioral quotient on The Marketing Agency Leadership Podcast.
Building a High Performing Sales Culture - Culture impacts BQ, which then impacts performance. In this video, Jessica Blais and Mary Grothe discuss how to build a high performing sales culture to increase ROI.
Individual and Team Training - Invite your sales staff to access the free Sales BQ® Training Room. We offer a wealth of practical and actionable resources for sales teams and managers, from prospecting through close.
Take this blog with you by downloading the free ebook.
Holistic Revenue Growth
You CAN bust through your revenue roadblocks! It has to be a holistic process though. It's important to begin by taking that step back and conducting audits to find what's working, what's not, and what's missing. Once you've identified the gaps, you can put together a plan to build a profitable sales engine. After the build phase, remember to follow through with vigor (the Drive phase) so you succeed in hitting (and hopefully exceed) your revenue goals.
Looking for expert guidance in this process? Schedule a discovery call with Sales BQ® to learn how we can help you scale your revenue and bust your roadblocks.