Blog | Reimagining the Process of Growth

HUMAN Sales Management & Coaching

HUMAN Sales Management & Coaching

What is HUMAN Sales Management?  Modern Sales Management is a unique blend of data, metrics, process, structure, relationships and human connection.  I often see organizations that focus heavily on the business science aspects of growth.  Conversely, I also see organizations that do a good job with the human aspects of growth.  Rarely, does a blend of both business science and human leadership exist in the growth organization.

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Process + Creativity

Process + Creativity = Growth

What does it take to drive growth activity in our increasingly tech-driven world?  Relationships are still the driving factor but, the question is, how do you develop new relationships in our socially distanced, tech-driven society.  The key is in engineering processes and procedures that get your team in front of new people. 

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Hiring Process for the Buyers Journey

Is Your Hiring Process Focused on the Buyers Journey?

Growth is complex but, one portion of growth remains at the top of the importance scale....Hiring.  The best process in the world will be challenged without the right people driving it forward.  Each function whether, Sales, Marketing or Customer Service focused should be clear for both the new hires Manager and the new Employee.  The challenge is to build a hiring process that is both inviting for the candidate yet, challenges their determination to a part of your team.  Here are a few topics to keep in mind:

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Is Your Growth Process Complete?

Is Your Growth Process Complete?

Many organizations focus very heavily on the portion of the sales process that begins with a first appointment scheduled and ends when a prospect either purchases, becomes inactive or self-selects out of the cycle.  This is a great start, but it is incomplete and only represents about 1/3rd of the effort required to attract, retain and delight prospects and customers.  Modern Sales Management requires a holistic approach.

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Growth is a Team Sport

Growth is a Team Sport

Traditionally we think of growth as an individual endeavor.  We assemble a sales team and send them out to find growth opportunities.  In our brave new world, growth is much more complex and team oriented than in previous years.  Traditional sales tactics are being replaced with modern strategy and tactics.  The new strategy and tactics involve a multi-channel approach to growth.

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