What if we changed the conversation in sales leadership & management to consider the dynamic nature of sales? A better term might be "Sales Ecosystem".
In general, there are many conversations in business centered on developing sales processes. The challenge here is that the word "process" often implies a static effort that does not move or change over time.
When you Google ecosystem the following definition comes up: "A biological community of interacting organisms and their physical environment or (in general use) a complex network or interconnected system."
Modern sales growth requires a variety of people, processes, and systems to excel. Yes, we need static processes, but they can only exist within a larger sales ecosystem. Building a sales ecosystem creates a holistic cultural view of sales growth that is more likely to succeed. Here are a few tips to build a sales ecosystem in your business regardless of the size:
- Clarity on Goals: Make sure that your teams know what they driving towards, what they are expected to do, and how you will support them.
- Individual & Team Buy-In on Strategic Direction: Does your team understand and support the overall strategic direction of the business?
- Database Accuracy: This may seem like a small thing, but an accurate database for sales is incredibly important. It can help you to determine where you need to market to whom and how.
- Messaging & Content: Your content should convey what you do, your brand should help them to decide if you are the right fit.
- Outbound & Inbound Efforts: Messaging and content are critical components of a solid inbound strategy, but, do not forget to build a proactive outbound process.
- Cross-Functional Growth Meetings: How effective are your sales meetings? Consider leading cross-function business growth meetings that consider challenges and opportunities from sales, marketing, customer service, and operations.