Written By: Ken Thoreson
Salespeople need to leverage themselves. As a sales manager, you must not only educate your team on this, but monitor your team’s actual activity.
Recently, I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “non-competitive, but sell in to your existing market.” I call these Business-EcoSystem partners. It is a philosophy and tactic that Executives can use to leverage your expertise, your resources, and ability to grow your business. During the program, I stated that, if successfully implemented, the partnering program would bring in the equal of one salesperson’s revenue/quota per year without the cost of hiring another salesperson.
While that program was aimed at executives, I like to address in this blog what salespeople need to do to leverage themselves. As a sales manager you must not only educate your team on this, but monitor your team’s actual activity.
Salespeople must find ways to leverage themselves as well and the good news is, it won’t cost selling time. I have listed a few ideas and I would encourage all the readers to contribute their thoughts.
Make it part of your sales business plan, if you are fighting for leads and trying to increase your pipeline-building a network of relationships is a lifetime objective.
Eighteen months ago, I reached out to someone that had crossed my radar; I placed a call, shared some thoughts, and explored a few ideas. What has it lead to? Four consulting agreements with major vendors, a variety of industry speaking opportunities and increased market awareness! We have actually done all of this together-both have added value and expertise to our new mutual clients. And, we have had fun doing it.
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the…
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