The 10 Pillars
OF A SUCCESSFUL SALES ORGANIZATION
01
Culture
Culture is by far the most subjective activity to measure; however, this pillar is at the top for a reason. Although culture is made up of individual categories like ethics, loyalty, and beliefs; the fabric of a successful culture is defined by the other nine pillars. Each culture is unique, but a winning culture has common traits. In other words, a successful business culture has a DNA. The Academy believes the following pillars are keys to the DNA of a highly functioning and highly successful sales organization; thus providing the organization with the foundation needed to create a long-term, highly profitable business.
02
Mission Statement
One of the most overlooked and under-valued first steps in the development of a successful business is the mission statement of an organization. The mission statement is the cornerstone that delivers the narrative which establishes boundaries and allows for decisions to be made; laying the foundation for a thriving business. When choosing new team members, developing trainings, or making major business decisions, it is the mission statement that should be in the forefront. In essence the mission statement is the vision of the entrepreneur or business owner. Specifically the mission statement tells the organization, as well as the world "who we are and what we do".
03
Organizational Chart
An organizational chart is an important tool that is rarely utilized by management. A large copy of your organizational chart should be professionally displayed in your team's conference room as well as in the leader's office. This is a direct message to everyone in the organization to communicate the following: "Hierarchy" (who is accountable to whom), "Recruiting" (what positions or opportunities are available), and "Leadership Vision" (what will the organization look like in the future). An organizational chart is a dynamic message to subliminally negotiate growth and accountability.
04
Financial Accounting
Financial accounting is by far the most important business development activity utilized by highly performing organizations. Often organizations that are struggling financially have avoided this pillar. The irony is this is absolutely vital if a financially struggling organization desires to become a highly profitable organization. When it comes to financial accounting, there are a myriad of software options available. The choices are driven by what the leadership believe should be tracked. The leadership team must be committed to documenting all vital asset and liability metrics. These numbers should then be used to choose the proper course for the organization. This is essential for long-term growth.
05
Performance Accounting
Performance accounting is an important activity most struggling organizations have a hard time facilitating, because it exposes weakness. It should be understood that without accurate performance accounting; it is impossible for management to properly select which trainings are necessary or where to focus marketing activities. Simply put comprehensive accounting of sales performance drives almost all business-development activities.
06
Playbook
If it is not written down then it doesn't exist. This is a dynamic document that details everything from these ten business development activities, to sales scripts, to compensation plans, and to simple "best practices".
07
Product
The first step in product choice is to define your "target market". Once the "target market" is defined, it becomes possible to understand what their largest liabilities are. Then and only then, can we choose products based on solutions rather than compensation. Naturally aligning these principles with an organization's mission statement is critical.
08
Training
Training is the glue that holds a successful organization together. Determined by performance accounting, the proper trainings given in a consistent manner will drive culture, accountability, and performance while highly managing liabilities.
09
Recruiting
Recruiting is the lifeline of an organization. Recruiting allows leadership to make decisions based on vision as opposed to fear. Recruiting energizes management and holds a sales force accountable. The development of an effective recruiting system is vital to cultural growth.
10
Marketing
Marketing is the fuel that makes an organization go. Choosing the right marketing options will dramatically decide the speed and distance an organization is capable of attaining. This is the largest financial liability within an organization. By definition, accounting and management of this activity is the largest "driver" to production and profitability.
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