Everyone knows that the secret to success is in profitability. But how is profitability, and in turn, business success achieved? Is there a plan to follow?
Yes. The secret formula to success is a pyramid where there is a solid structure based on an unshakeable foundation.
No matter what type of business you’re in, you know that your sales force is all-important and is comprised of people having the ability to: (1) sell, (2) form successful sales teams, and (3) teach others how to sell successfully using the same strategies and techniques.
Picture, if you will a pyramid in your mind’s eye. Once you have that picture formed, we are going to divide it up into 3 sections and define its structure.
1. The top of the pyramid is a system.
The system is comprised of your sales team. This system is comprised of individuals who have not only shown their ability to sell, but have formed successful sales teams and taught others how to sell in order to grow the sales force.
2. The center portion of the pyramid is accountability in sales.
Accountability in sales has everything to do with the numbers of sales. Without the numbers there can be measurement by which to show increasing rates of profit.
The numbers also tell the business owner(s) which sales people have more sales than others and how many of them could be promoted into training and management positions.
3. The bottom part of the pyramid is the base.
This is the ultimate accountability whereby your salespeople take responsibility for their increase in or lack of sales.
This is the most important factor of the secret formula: your salespeople must be accountable for their sales performance. This is where salespeople accept their failures and rise to meet the challenges of correcting their mistakes instead of making excuses for lack of performance.
This part of the secret formula for success is also identified by its “code of honor.” A code of honor is established and understood by your sales team to curb the tendencies to point fingers or place blame elsewhere for their lack of performance.
Now, here comes the secret: turn the pyramid upside down. What do you see?
You will see that the secret formula to successful sales starts at the top with the “Ultimate Accountability” phase. This means that your salespeople must be able to accept personal accountability for their actions.
If your sales force has individual accountability and is honorable in their actions and intentions, they are trustworthy and credible to others within your organization. This is a brand of leadership and it is this type of leadership that trains and leads sales teams to creating winning sales figures.
At this point, sales leadership as well as accountability have been established and it on this basis that the secret to successful sales starts with personal integrity.
Encourage the leaders of your sales force to teach others the Secret Formula to grow more successful sales teams.
