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CEO Advisor® Newsletter
June 2012
Sales Management: A Great ROI
Most business owners and small business CEOs don't know how to manage and structure their sales team for maximum productivity. They don't change, adapt or reorganize for new levels of growth. Whether you are a one person sales team or you have a large salesforce, you can learn to leverage your sales effectiveness to generate a tremendous ROI.
In most small companies, the sales efforts are not focused and there is little or no sales strategy in place. Everyone is doing what they think is best, but with marginal results. Management sets few goals or standards for the performance of their sales team members. 

If you want to achieve maximum productivity and double your sales you must focus on and refine every aspect of your sales efforts and your sales team, as well as, have the tools to properly manage and track your sales activity.
    1. Prospecting - You need to set clear goals of the number of required calls per day, sales meetings per week, proposal presentations and sales per month. Tracking the sales activity in your CRM is key. You must ensure that each salesperson on your team has their calls scheduled a week in advance in your CRM, and time is scheduled daily to accomplish these calls. 

    1. Prospect Meetings - Most importantly, your direct sales team of outside salespeople need to use the phone for one primary thing - getting meetings with prospects. Have a well-crafted script with benefits of a meeting, credibility, qualifying questions, overcoming objections, and train your salespeople to ask for the meeting multiple times. Make sure your salespeople do not have an elongated conversation and basically have the first meeting on the telephone - qualify the prospect, briefly determine their need, get the meeting and get off the telephone to ensure a productive first face-to-face meeting.

    1. Probing Questions - Whether you sell by telephone, face-to-face or both, your salespeople need to ask open-ended probing questions to identify the decision-maker(s) and get a thorough understanding of the needs of the prospects. Then, present the benefits of using your products and services and provide some examples of how others have benefited the same way. Benefits sell, not features.

    1. Recommendation - Once you have proposed a full range of questions to qualify the prospect and determined their needs, you need to formulate and make your recommendation. A telephone salesperson will do this by phone, but an outside salesperson needs to do this face-to-face. This is critical to move the sales process forward, to gauge interest, reduce the sales cycle, fine tune their needs and your recommendation, and to formalize the next step toward closing the sale.

    1. Closing the Sale - Closing sales is a process in itself. In order to minimize the sales cycle and move forward with the close, you should ask close-ended questions in the form of a trial close, such as "If we could solve your lead time problem, would you be interested in moving forward?" Or, "Do you feel that a company with our products and lead time responsiveness could meet your needs?" The trial close does not ask for the business, but will help verify their need and readiness to buy and address any hesitations, concerns or initial objections. A yes response to your trial close will lead you right into the close.  

      There are many types of closes to gain a new customer. You have heard the saying, "Close early and often." This refers to not waiting too long to ask for the business and be willing to close, overcome objections and close again. If your sales team is not doing this, they are going through the motions and leaving a lot of money on the table.

      A preferred type of close is the "Either or" close. By having two options in your proposal you can ask, "Do you prefer Option A or Option B?" Simply ask for the business and be silent until you get your answer. If you have done your job properly, a yes will follow, and you should proceed in locking up your new customer. Remember you cannot help someone if you don't ask for their business. 

CEO Advisor, Inc. has helped many of our clients to hire, train and implement proper sales management techniques to optimize sales and increase profits in order to generate a tremendous ROI. Contact Mark Hartsell, MBA, CEO at MHartsell@CEOAdvisor.com or (949) 759-8676.

CEO Advisor, Inc. Advises Your Car Our Driver, Inc. on Growth and Funding

CEO Advisor, Inc. (www.CEOAdvisor.com), a leading business advisory firm serving the needs of CEOs, presidents and business owners of small and mid-size companies is providing growth, strategy and funding advisory services to the CEO of Your Car Our Driver, Inc. (www.YourCarOurDriver.com), a leading provider of professional chauffeurs in the comfort of your own automobile.  

CEO Advisor, Inc. provides affordable, hands-on advisory services on strategy, growth, funding, sales strategy, sales team building, marketing, operations, finance, mergers and acquisitions to grow businesses to the next level.  As a trusted CEO Advisor® to business owners since 2004, the firm specializes in driving growth and profits exclusively for business owners in a one-to-one advisory role on a weekly basis. 

Your Car Our Driver, Inc. serves consumers and business professionals in need of a professional driver for events, business meetings and special occasions.  Their professional driver services provide safety, assurance, saves you time, enables you to work or simply enjoy your friends and associates at any time.  Mark Hartsell, CEO of CEO Advisor, Inc. works directly with Josef Wojtkow, Your Car Our Driver's CEO/President on the growth, strategy and funding plan.  

Josef Wojtkow, President/CEO of Your Car Our Driver, Inc. states, "We provide a highly professional service for over seven hundred clients in Orange County.  We are now taking the next step to expand into other counties in California.  Accelerating our growth, while providing great service is our main focus.  This will require a revised strategy and additional funding.  CEO Advisor provides the hands-on advice and needed expertise to enable us to achieve our goals."

Mark Hartsell, CEO of CEO Advisor, Inc. states, "Your Car Our Driver has created a great business with an extremely high level of service, experienced management, a team of professional drivers, and is now expanding the business at the right time.  CEO Advisor is addressing the strategy and funding needs to grow the business to the next level."  

About Your Car Our Driver, Inc.
Your Car Our Driver offers professional chauffeurs that have up to 20 years of experience in the industry. We provide exceptional, affordable services to all types of clients, including private, corporate and celebrities.  Our company's focus is to provide the best and most secure services to our clients.  Visit www.YourCarOurDriver.comfor more information.

About CEO Advisor, Inc.
CEO Advisor, Inc. provides business advisory services affordably and effectively to meet the specific needs of CEOs, presidents and business owners of small to mid-size companies in a wide range of industries, including technology, services companies, professional service firms and light manufacturing.  

CEO Advisor, Inc.'s mission is to advise business owners with the needed expertise and focus, coupled with hands-on advice and work performed to grow your business to the next level.  By specializing in the needs of CEOs, presidents and business owners, we focus on growth, opportunities and challenges that you and your business encounter every day. 

Contact CEO Advisor, Inc. today at (949) 759-8676 in So. California, or (301) 580-1744 in the Washington, DC Metro area, by email at info@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.

Testimonial  


"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



"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've got to say, 'I think that if I keep working at this and want it badly enough I can have it.' It's called perseverance." 

Lee Iacocca 



"Yesterday does not equal tomorrow. Forget the past and move towards your goals."

Tony Robbins
Motivational Speaker

"Yesterday does not equal tomorrow. Forget the past and move towards your goals."
Tony Robbins
Motivational Speaker
"Yesterday does not equal tomorrow. Forget the past and move towards your goals."
Tony Robbins
Motivational Speaker



Prime Minister of the U.K.