A complex sales automation approach, simplified… I think.

I look at a system, and I see complexity. It’s created some challenges in my life. I see the complexity; therefore I want to address it. But I cannot address the complexity with a solution unless those who are in the room with me can understand what I’m trying to communicate.

What is information if no one can understand it? I liken it to trying to understand the lyrics of death metal music. “What did you say?”

So I’ve been working very intensely to bring something to the people that can be understood so that we can continue to increase the impact we are having on sales leaders, professionals and organizations across the country.

I am helping people make sales automation investments that create the outcomes they are looking for.

Through my experimentation, research, and testing over the last 16 years, I’ve boiled the approach down to a combination of three key components that for this discussion, we will call ‘master alignment.’

  1. People
  2. Systems
  3. Organizational Design

People

  • What are the limitations of my people?
  • Skills, Competencies, Behaviours, Culture

Systems

  • What are the limitations of my system(s) in their current form?
  • Sales Automation, Technology, Security, Compliance

Organizational Design

  • What are the limitations of the design of my organization in its current state?
  • Training, Support, Sales Operations, Marketing Maintenance, Sales Model and the information flow in and out of the Sales Department

Here’s a big idea. When all 3 of these components achieve master alignment, two things happen:

  1. The alignment systematically breaks down the invisible forces that are acting negatively towards the sales model, limiting it from reaching the highest level of performance.
  2. You’ll have an honest sales machine that allows you to make great creative decisions that weren’t possible in your previous state.

The benefit is that now you can respond to your prospective customer’s demands in near-real-time, with relevant insights, using the channels that they want to communicate across, multiples more efficiently and effectively than your competitors can. Which, by the way, we know many of your competitors are still using a spreadsheet, a non-functioning CRM, and maybe a desk phone.

What do you think? What are you doing to get the results you’ve paid the numerous sales automation software vendors for?

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