{"id":2365,"date":"2021-05-03T13:39:55","date_gmt":"2021-05-03T18:39:55","guid":{"rendered":"https:\/\/www.sunbeltnetwork.com\/dayton-oh\/?p=2365"},"modified":"2022-06-30T13:44:47","modified_gmt":"2022-06-30T13:44:47","slug":"lack-of-an-optimized-sales-organization-reduces-salesalong-with-your-asking-price","status":"publish","type":"post","link":"https:\/\/www.sunbeltnetwork.com\/dayton-oh\/lack-of-an-optimized-sales-organization-reduces-salesalong-with-your-asking-price\/","title":{"rendered":"Lack of an optimized sales organization reduces sales\u2026along with your asking price"},"content":{"rendered":"<p><span style=\"font-weight: 400\">It\u2019s hard to pick up any business article and not see the terms 3D printing, autonomous vehicles, and Industrial 4.0 to name a few.\u00a0 All of these game changing innovations have changed the way we buy, sell, and make goods. And, we have undergone Lean and Six Sigma training all in a quest to make higher quality products with less waste.<\/span><\/p>\n<p><span style=\"font-weight: 400\">However, in our enthusiasm to reduce waste streams in our production, too often sales organization optimization is overlooked. Every owner (as well as any buyer) needs to be able to see with clarity these critical sales activities:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Current and past sales trends<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Pipeline to be shipped<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Quotes (with probability)<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Future sales (with probability)<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400\">We often see prospect contact info stored in sales representatives mail programs such as Outlook, quoted companies contact info located on an Excel quote log, and only those that have purchased located in a company\u2019s accounting system.\u00a0 Having an antiquated system such as the one described hinders the ability to target new business and lacks any ability to show a potential buyer where future growth will come from.<\/span><\/p>\n<p><span style=\"font-weight: 400\">All of these important sales answers should be coming from a Customer Relationship Management (CRM) tool or advanced Contact Manager.\u00a0 A CRM tool will detail forecasted revenue for you to see exactly where future growth is estimated to be coming from.\u00a0 Additionally, a CRM will help a sales manager know where the sales team is focusing its efforts and ensure accountability of your entire sales staff.<\/span><\/p>\n<p><span style=\"font-weight: 400\">To the company looking to sell, you will benefit from a more accurate picture of your company\u2019s future and demonstrate that that your sales organization is just that; a team with accountability and not a group that is micro-managed by the owner or the crisis of the day. You\u2019ll get the added benefit of a higher asking price too.<\/span><\/p>\n<p><span style=\"font-weight: 400\">The key to any CRM, is the ability for everyone in the sales team to update it on a daily basis.\u00a0 This leads to better forecasts, better accountability, and stronger database management.\u00a0 Better database management leads to having the ability to easily target your message by prospect, customer, or industry. Your sales team will appreciate this as much as a prospective buyer of your company.<\/span><\/p>\n<p><span style=\"font-weight: 400\">The discipline to do this is paramount \u2013 not only when it comes time to sell your company but for you to manage it as well.\u00a0 You have every reason in the world to get this process going\u2014as just like buyers want to be able to qualify future revenue from top customers\u2014so do you!<\/span><\/p>\n<p><span style=\"font-weight: 400\">All CRMs today are online, making updating after every account call really easy.\u00a0 And, these systems come in a wide range; from stand-alone systems to modules that are easily integrated with your current accounting package. Furthermore, you can begin with a really inexpensive system to get started and graduate to more complex systems after you have outgrown it.<\/span><\/p>\n<p><span style=\"font-weight: 400\">The old adage \u2018we have never done it this way\u2019 doesn\u2019t really hold any water in today\u2019s environment.\u00a0 If we can install autonomous robotic work cells; surely adopting a sales system to record account results on a daily basis can\u2019t seem that hard.<\/span><\/p>\n<p><span style=\"font-weight: 400\">All buyers hate risk. A CRM reduces risk by showing how your sales team performs and by projecting the company\u2019s future revenue.\u00a0 <\/span><b>The more risk you can avert, the better a buyer will want your company, at a more attractive price.<\/b><\/p>\n<p>&nbsp;<\/p>\n<p><span style=\"font-weight: 400\">By Gerry Chadwick.\u00a0 CEO at Sunbelt Business Advisors of Southwest Ohio.<\/span><\/p>\n<p><span style=\"font-weight: 400\">\u00ae 2021 Sunbelt Business Advisors of Southwest Ohio.\u00a0 All rights reserved.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>It\u2019s hard to pick up any business article and not see the terms 3D printing, autonomous vehicles, and Industrial 4.0 to name a few.\u00a0 All of these game changing innovations have changed the way we buy, sell, and make goods. And, we have undergone Lean and Six Sigma training all in a quest to make [&hellip;]<\/p>\n","protected":false},"author":51,"featured_media":11706,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[21,2],"tags":[29,30],"class_list":["post-2365","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-exit-strategy-planning","category-selling-a-business","tag-customer-relationship-management-crm","tag-sales-trends"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Lack of an optimized sales organization reduces sales\u2026along with your asking price - Sunbelt of Dayton<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.sunbeltnetwork.com\/dayton-oh\/lack-of-an-optimized-sales-organization-reduces-salesalong-with-your-asking-price\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Lack of an optimized sales organization reduces sales\u2026along with your asking price - 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