Standardizing For Success

IT Solution Provider and MSP businesses typically utilize software to help manage and maintain their client networks as well as their own day-to-day business. This software helps to create efficiencies that may have never been realized in the past, but requires continued and repeated use to create such efficiencies.

Many successful sales organizations employ similar methods and software in order to drive more sales. CRM solutions provide ways to organize but companies need to go beyond their CRM and develop standard practices across their teams in order to get the most sales.

It’s all about Standardization

Sales people in general are loners; they like to do things their way, which can be good and bad. Whether a sales person likes it or not, getting the team on a standardized routine will be better for the organization in the long run. The job of a sales manager is to assure that standard practices are followed but many times the practices are overlooked when a salesperson is bringing in sales.

This is the Inherent Problem

Many managers turn their head when numbers are good and the result is sales people that do not follow standards. Sales organizations typically have higher turnovers, as sales people generally like to chase the money and will many times take any better opportunity. This is another reason for implementing standard practices within the organization.

Some of the common items that should be standardized for all sales organizations are as follows:

Documentation– Quotes, Proposals, marketing materials, and contracts should all have a similar design and format allowing anyone to takeover for anyone else and any stage in the sales process

CRM– All salespeople must update the respective CRM after every appointment, call, or touch.

Sales Tracking and Reporting– Along with CRM updates sales tracking, pipeline and projections must be updated religiously.

Appearance– It is important that sales staff has a standardized dress code this provides a professional representation of the company.

Creating standardized practices is the easy part; implementation and management to assure compliance is the tricky part. Managers must not let sales numbers negate responsibilities. It is the job of the sales manager or owner to assure that sales people are following required practices. The benefits are far reaching and will result in more sales, easier transitions, and accurate forecasting.

Frank Gurnee
VP, Channel Services, ExchangeDefender
(877) 546-0316 x4777
frank@ownwebnow.com