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The Centredexcellence Comeback Challenge: The Power of Reallocating Your Focus
Posted by Nicky Coffin
In our last post, we talked about selling as a service. However, as we all know, not everyone is a BD ninja, and 360 is no longer viable; the question is, what can you do instead?
You will notice that there will be people in your business who cannot open doors because new business development is not their skill and that this part of the selling process has fallen on your shoulders or someone else on the team.
You have got good people in your team, or you know of other good people you could be pulling in to help you deliver this process.
The key here is to reallocate your team’s focus and get people into the roles where they can add value.
You could be utilising this as an opportunity to upscale and bring in people who are the right fit for your team, and therefore we want:
- Hunters doing more hunting,
- we want farmers doing more of the supporting and delivery,
- and then we need other support people to keep the whole machine running.
This is the reallocation of focus that will scale your results provided you use one other thing, which is to systemise your process.
And when you systematise your process, you get your life back.
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The first key part of your business development systems must generate conversations because if you are not hitting your monthly targets, it‘s down to this!
Let me ask you this question. How many sales conversations have you had with your ideal (avatar) clients, where you have been able to talk about their team and any gaps there might be, and even why hiring is an option for them?
The reality here is simple.
If you’re not having sales conversations, then that’s the reason why you’re not hitting a target.
And by the way, this has nothing to do with COVID because no matter if you’re in a recession or not, there is a way to generate conversations.
What you need is a system that both you and your team can follow to completion. And different parts of the system require different skill sets and levels of expertise.
For instance, generating leads is a high volume, high quantity activity and the sales call after that is where the value increases even more.
The reward where the money changes hands is on that sales call. So this is where you will need to reallocate the focus of the different people in your team.
If you want to scale, you must have a selling process and system in your business, and this is where we can help.
Nicky and Katy
Don’t Do Any More Business Development Until You READ THIS First!
Free Client Converter Tool and Tips… How To Get Your Consultants Converting More Sales Without Doing Any More Cold Calling…
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Over the many years and clients we have helped, we have proved how the strategies we teach can shift your business; the same has happened during COVID.
If you want our help, it starts by booking a call with one of us here.
Nicky and Katy