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5 Reasons Blog

Revenue Growth Hacking

Tuesday, June 19, 2018

Every company wants massive growth, like now! I’ve worked with over 100 companies and here is a list of the top growth hacks [in order of importance] I have seen that actually work.


Staff Up – the top reason companies fail to achieve the hockey-stick-graph-growth is they don’t have enough dedicated staff selling all day, every day. Dual sales & service roles diminish the focus on new revenue acquisition.  Hire more sales bodies now. If paying for extra salaries is onerous, scour the landscape and you will likely find either free or matching money to help get interns, or the like, manning a desk at your office.

Divide and Conquer – the sales job consists of several discreet tasks. a) finding leads and nurturing them; b) reaching out to them and scheduling an appointment to talk; c) moving them through the sales process to closure; and d) on-boarding those new customers and up-selling them. At minimum, have one Biz Dev person filling the top of the sales funnel, a Sales person closing them and a Customer Success person on-boarding them. Reengage sales to up-sell when appropriate.

Automate Your Sales – it’s mind-bending how many intuitive tools are available to automate every step of the sales process. Map out your process, then Google “what’s the best app for automating the [insert sales micro-function here] part of your sale?”. Pick your sales stack components, turn the key and fire it up.

Configure Your CRM – bake your sales methodology, language and processes right into your CRM. This is the ultimate scaling growth hack. When your CRM is your sales process, training a new hire on one aspect immediately trains them on the other. CEO’s love the revenue growth that follows.

Stomp on the Sales Gas Pedal Now – if you don't have a robust Sales Staffing and Process & Tools infrastructure plan, create one asap.   You can't build a thriving business on a non-existent or shaky foundation.

You will definitely have to iterate to optimize all of your systems as you grow, so prepare to iterate over time to iron out the kinks. This way, when your revenue grows, your systems can scale with it.

Five Ways to Boost Sales Productivity

Tuesday, February 27, 2018

Even sales people who don’t have a service or project management component to their role wrestle daily with boosting sales productivity. The magic to maximizing sales productivity lies in being ruthless with your time. Here are five ways you can sharpen your focus and get a strong ROI on your sales time and effort.

Live in Your CRM – I routinely see sales people that, despite having a CRM tool provided to them, don’t use it. To me that’s like building a house and saying “thanks for the compressed air nail gun, but I’ll just stick to my trusty old hammer.” Sure, you can still build that house but it will be a much slower [and painful] process. CRM is the first software top sales producers open in the morning and it’s the last one they close at night. They update it real-time as they work on their deals. Doing so allows them to shorten the time it takes to pick up the thread on each deal, create a well thought out strategy around how to progress it, plan for a productive sales meeting and then hold it.

Score Your Sales Opportunities – Time spent working on low probability deals is time you can’t invest in high probability ones. I’ve created a simple yet highly effective scoring method that my clients use to score their deals. The score tells them what information they have about each deal, which information they don’t and what to do about it. Create a deal scoring process to apply to your sales opportunities. Use what it tells you to determine which deals have the highest probability of becoming closes and invest your selling time accordingly.

Activate One New Sales Opportunity Daily – All sellers know an empty sales funnel is a dismal sight. Filling it is the heavy lifting of sales work and can be a slow process. If left to run dry, filling it becomes an urgent activity that eats a ton of time and causes your schedule to back up. Activate [reach out in an attempt to book a meeting with] at least one net new sales opportunity every day. That’s 5 per week, 20 per month…you get the math. Taking this approach will spread out the time this task takes over days and weeks, and keeps your revenue production evergreen.

Honor Prime Selling Time – When their buyers are available is when great sellers sell. Sounds obvious, right? Outside sales people who “take five minutes” to pop into the store, or Inside sellers who “take five minutes” to find a good roofer on the web during the work day erode their sales productivity [BTW, we know these seemingly small activities rarely take five minutes]. Discipline is not easy. Sell when it’s time to sell, and slot the other stuff into non-prime selling time hours. Within one week an appreciable increase in productivity will be seen.

Don’t Do Trade Shows – I know I’ll get lots of pushback on this one. Trade shows are huge time – and money – eaters. Unless the show is one where the express purpose is to book orders, don’t go. Pay the attendee walk-in fee and get the attendee list instead. You can gain far more meaningful traction toward reaching your sales goals from your desk [using the trade show attendees’ list] than you can from walking the show. This is not my opinion – this is what my clients have told me. If you just need some time out of the office, take a few vacation days instead.

Think you or your team could be more productive but feel stuck as to how to get there? I’d be happy to help with ideas and suggestions [at no charge, just to help out…]. Feel free to contact me at rob@robmalec.com.


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