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CEO Advisor® Newsletter
January 2013
12 Ways to Increase Sales in the New Year

CEOs and business owners are constantly looking for ways to improve sales performance. The never ending need to turnaround flat sales is more critical today than ever.

Below are 12 ways to address sales performance and increase sales.

  1. You, the CEO, are the only one that truly understands your Sales Goals and Sales Compensation Plan. Review your Sales Goals at least monthly at your weekly sales meetings, and motivate your sales team at least quarterly by highlighting the upside of your Sales Comp Plan as a key factor in improving sales performance.
  2. If your sales training is haphazard, inconsistent or seldom, find out how many salespeople can describe the steps in your sales process or perform a discovery meeting effectively on a consistent basis. Sales skills must be at the center of your sales team's culture and training.
  3. You don't take the time to learn how to improve sales when you lose out on a sales prospect. Also, you don't take time to learn something when you win a sale. That knowledge is power. You need that information if you expect to improve your sales performance. Take five minutes at sales meetings to recap lost and won sales opportunities. 
  4. You wanted higher sales activity and now your sales pipeline is packed with unqualified prospects that will never buy. Train your team to seek out qualified prospects with a need, urgency and a budget. By focusing on qualified prospects, you will increase sales substantially.
  5. Due to cuts in customer service or administrative support, salespeople spend too much time on customer service issues and not enough time selling new accounts. Sales will increase when your salespeople focus their time on doing what they do best...sell.
  6. You are focused on the weekly number of sales calls when you need to focus on all the metrics: daily sales calls, weekly appointments, monthly proposal presentations and sales goals vs. actual sales. Holding your salespeople accountable is a critical driver of sales. Focus on the above and close rate and you'll increase sales performance.
  7. No one can recite the Elevator Pitch you spent months developing. And inconsistencies in each salesperson's discovery meeting process, sales presentations, proposal presentations and closings are costing you big. Role play at sales meetings on a regular basis to perfect the sales process and results.
  8. In your on-going training at sales meetings, the sales team was never supplied with sharp answers to the most common sales objections they face every day. Overcoming objections can be the crown jewel of closing sales, so cover these in your sales meetings and after prospect closing meetings. 
  9. You never hired an outside sales trainer/consultant. Since there isn't any new material, you now only train "new hires" and even new hires don't have the training or sales goals to optimize results. Improve sales by providing professional sales training to all sales reps. 
  10. It's been too long since a salesperson asked for a referral from a client or prospect and your lack of tracking referrals has left you in the dark. Referrals improve sales and reduce the sales cycle.
  11. You don't have a list of customers with references provided. Make sure your sales team has all the necessary tools to maximize sales. 
  12. Salespeople improperly or inconsistently use your CRM prospecting database and sales opportunities are slipping through the cracks with reduced tracking, reporting and accountability. Train your sales team to properly use your CRM to improve sales dramatically. 


Sales success always goes to the team with the best training and sales skills. CEO Advisor provides professional sales training, CRM training, goal setting and optimizes sales results. Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today for a no cost, no obligation meeting at your office at (949) 629-2520 or email MHartsell@CEOAdvisor.com.

FREE BUSINESS GROWTH SEMINAR ON JANUARY 23rd

Critical Skills for the CEO/Owner
The Wharton Business School newsletter, published by The Wharton School, University of Pennsylvania did a recent poll of executives and business owners. The results below show the four most important skills that would strengthen a CEO's performance.
Strengthening what skill would most improve your performance?
Leadership - 33%
Time Management - 28%
Negotiating - 22%
Understanding Your Financials - 17% 
1. Leadership
Leadership and execution is the key to success and achieving your goals. Leadership requires planning, organization, being proactive, having a crystal clear understanding of the business both financially (quantitatively) and operationally (qualitatively), hiring and managing people of multiple generations and cultures, and creating a culture of accountability to grow your business to the next level.
2. Time Management
Time management is the Achilles heel of most CEOs and small business owners. Not just managing time on a calendar and working 60 hours a week to keep up, but real strategy and planning to focus and structure your time to impact your business in a disciplined manner. CEO Advisor, Inc. works with its CEOs and small business owner clients to set goals and priorities, and truly excel in both leadership and time management.
3. Negotiating to Success
Negotiating is the Holy Grail in business - with customers, prospects, vendors, employees, etc. We focus deeply on negotiations using some of the top techniques used by military leaders and business people. Your sales team can benefit tremendously from sales training and negotiating skills training from securing the initial meeting to negotiating price effectively to closing large deals. Strengthening your negotiating skills can yield a 100X return on your investment. If you are not a master negotiator and salesperson, invest in your negotiating skills and prosper in 2014 and beyond.
4. Understanding Your Financials
If there is one New Year's resolution that every CEO and small business owner should commit to is gaining a thorough understanding of the financials of your business. If you don't, you are flying blind! This includes your Profit & Loss Statement (Accrual and Cash basis), Balance Sheet, Financial Ratios, creating a 2014 Financial Forecast, and learning to analyze and understand how to positively impact your Gross Margins and Net Profit, as well as, pinpointing early signs of problems. CEO Advisor Inc. spends the time to ensure every client not only understands but uses their company's financials in growing their business to the next level.
Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today at (949) 629-2520 for a no cost initial consultation, by email at MHartsell@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.
Critical Skills for the CEO/Owner
The Wharton Business School newsletter, published by The Wharton School, University of Pennsylvania did a recent poll of executives and business owners. The results below show the four most important skills that would strengthen a CEO's performance.
Strengthening what skill would most improve your performance?
Leadership - 33%
Time Management - 28%
Negotiating - 22%
Understanding Your Financials - 17% 
1. Leadership
Leadership and execution is the key to success and achieving your goals. Leadership requires planning, organization, being proactive, having a crystal clear understanding of the business both financially (quantitatively) and operationally (qualitatively), hiring and managing people of multiple generations and cultures, and creating a culture of accountability to grow your business to the next level.
2. Time Management
Time management is the Achilles heel of most CEOs and small business owners. Not just managing time on a calendar and working 60 hours a week to keep up, but real strategy and planning to focus and structure your time to impact your business in a disciplined manner. CEO Advisor, Inc. works with its CEOs and small business owner clients to set goals and priorities, and truly excel in both leadership and time management.
3. Negotiating to Success
Negotiating is the Holy Grail in business - with customers, prospects, vendors, employees, etc. We focus deeply on negotiations using some of the top techniques used by military leaders and business people. Your sales team can benefit tremendously from sales training and negotiating skills training from securing the initial meeting to negotiating price effectively to closing large deals. Strengthening your negotiating skills can yield a 100X return on your investment. If you are not a master negotiator and salesperson, invest in your negotiating skills and prosper in 2014 and beyond.
4. Understanding Your Financials
If there is one New Year's resolution that every CEO and small business owner should commit to is gaining a thorough understanding of the financials of your business. If you don't, you are flying blind! This includes your Profit & Loss Statement (Accrual and Cash basis), Balance Sheet, Financial Ratios, creating a 2014 Financial Forecast, and learning to analyze and understand how to positively impact your Gross Margins and Net Profit, as well as, pinpointing early signs of problems. CEO Advisor Inc. spends the time to ensure every client not only understands but uses their company's financials in growing their business to the next level.
Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today at (949) 629-2520 for a no cost initial consultation, by email at MHartsell@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.

TechSpace, and CEO Advisor, Inc., will hold a free Business Growth Seminar exclusively for CEOs, Presidents and business owners at TechSpace Costa Mesa located at 3420 Bristol Street, 6th Floor, Costa Mesa, CA 92626 on Wednesday, January 23, 2013 from 1:00 - 3:00.

This in-person exclusive event is limited to 12 Orange County business owners and will cover critical areas of business growth to drive your sales and profits. All small and mid-size business owners and CEOs who are committed to growing your business to the next level should take advantage of this tremendous opportunity.

This is a no cost, no obligation seminar with refreshments served. Upon completion of the seminar, a $100 gift certificate to the Pelican Hill Resort will be awarded to one attendee.

Date: Wednesday, January 23, 2013

Time: 1:00 - 3:00

Location: TechSpace, 3420 Bristol Street, 6th Floor, Costa Mesa, CA 92626

Presenter: Mark Hartsell, MBA, CEO of CEO Advisor, Inc.

To Register: Click Here

Limited Seating
(Registration Required - No Walk-ins, Vendors or Service Providers)


The CEO Advisor Business Growth Seminar will benefit you by:

  • Preparation for Funding and Fund Raising Opportunities to Fuel Your Growth 
  • Building a Management Team Affordably
  • Increasing Sales with Proven Techniques
  • Demonstrating How to Hire Key Personnel in Sales and Marketing for Little to No Salary and Leverage your Sales Exponentially
  • Discussing Sales Strategy and Execution as a Key Driver for Growth 
  • Focusing on Sales, Sales Management and Sales Team Building
  • Creating a Reseller Channel to Leverage Sales
  • Setting Goals in the Financial, Sales and Marketing Areas of your Business as Critical Factors in Growing to the Next Level 
  • Demonstrating How to Break Through to Higher Sales and Profits 
  • Opportunistic Acquisitions for Accelerated Growth

Testimonial  

 

"I was very pleased that Mark and CEO Advisor, Inc. accepted us as a client, and we've been handsomely rewarded by their efforts. Mark brings an abundance of expertise, insight and passion for the success of his clients. Armed with exceptional listening skills, Mark will save any company at any stage valuable time and money. CEO Advisor will remain an integral partner of our company going forward, and because of them we are growing leaps and bounds."


CEO, Healthcare Technology Company


"Mark Hartsell and CEO Advisor, Inc. provide a unique advisory service for CEOs. He not only tackles high level strategic issues to assist CEOs navigate through challenging times, but Mark also gets very involved in actually addressing important issues head-on by performing the work to achieve tangible results.


Whether it is growing a business to the next level, turning a distressed company around or preparing a company for an exit, Mark's firm, CEO Advisor, Inc, provides a broad range of services and Mark is there for the CEO every step of the way."

 


Partner

Haynes & Boone, LLP

Words of Wisdom


"You must be very patient, very persistent. The world isn't going to shower gold coins on you just because you have a good idea. You're going to have to work like crazy to bring that idea to the attention of people. They're not going to buy it unless they know about it."


Herb Kelleher
Former CEO of Southwest Airlines



Prime Minister of the U.K.