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How we used sales process to grow 20x in three years

 Not all salespeople are created equal; some are more gifted than others and are often called the “rainmakers”. All good things are rationed because they are scarce; this universal principle applies to these rainmakers too. 

These rainmakers follow an unconscious way of selling; they quickly adapt to the customer’s needs and don’t follow a single approach. And if you asked them to describe the sales process, they will be at odds to explain. The rainmaker’s inability to explain the process is often seen as a sign of fiefdom and reluctance to share knowledge. This is not true, they are genuinely not able to describe how they sell, and selling is innate to them. Rainmakers are rare, and your company will be lucky if it has more than two – three of them. Now if your business needs to scale up, it needs to find an alternative, this is where the second category of sales people comes into play. 

The second type of sales people is the process hero’s, they exist in abundance on Mother Earth, and I am not sure about other planets as on date. These people need a structured and defined process to take the lead from one stage to another. In the first few years of my career, when I led the insurance business, I always thought that my end goal is to make my company a breeding ground for rainmakers; on the hindsight, that idea seems stupid. I tried my yen at collecting these superheroes’, the challenge was that the moment you have more than three or four of them, attrition peaks, rainmakers need adequate attention and only a handful can be in your company at one time.

My inability to hire was impacting my business growth, and then one beautiful evening I decided to experiment with people who followed a process and had the fire in their belly. These were the only two skillsets that I looked for in my first hires. The process ninjas never game me a big order, but they were always giving me a constant and steady cash flow, and my rainmakers were bringing big bags.

The second rung of my sales team would never have been successful if I hadn’t put in place a sales process. By automating these processes few years down the line, the first version of Platformax – our sales acceleration platform was born. It was magical, and we were able to grow our business by adding more people, our sales numbers increased multiple times as we could easily hire a motivated person and guide them through our proprietary sales process to deliver numbers. In three years we were twenty times bigger than our competitors because they had one or two rainmakers and were struggling to find their clones. We had in the meanwhile decided to build an army of these youngsters who could use guided sales process to deliver results. 

The process and automation were in our companies genes by then, and magic happened, our rainmakers also wanted to take a look at these processes, with any prodding they started using it. At our company now we had the best of both the worlds. Our sales numbers were moving faster than light, and we quickly galloped to become the number one digital marketing agency in Slovenia.

We packed all our learning and experience in building the sales acceleration platform popularly known as Platformax. In case you are looking to grow beyond your core sales team of two – three people, we can offer you the best solution. Our solution is time tested and build and refined by rainmakers. We will be more than happy to set up a no obligation demo for you to try it out for a month, no charges if your sales don’t move northwards. Just click on the link below to set up your demo for next week!

14. 2. 2017|Categories: Productivity, Project management, Sales tips|

How Platformax Team Manages Complex Projects

At Platformax we handle complex sales improvement projects, many at times we help our clients look for a needle in a haystack to improve their sales numbers. Over the years our team has perfected a delivery process that helps us stay ahead of the pack. Through this article, I am sharing them with you. We weave the following in every project that we run at Platformax.

 

Communicate, Communicate & Communicate

Time and again I have seen that the success of the project depends on how well the team members communicate not only among themselves but also to anyone likely to be affected or interested in their activities. For example, if a team was about to collect data from a working production line, team members should notify all supervisors and operators in advance and tell them when the data will be collected. Similarly, a team studying how employees in an office use their time should explain that the goal is to identify inefficient systems and not lazy employees. By following this mode of communication, we at Platformax get cooperation from our colleagues and often get suggestions for improvements along the way.

Whenever we are implementing Platformax sales improvement projects at our client’s office, we make sure that we don’t stick to notifying people about the changes, but go beyond and explain why the changes are being done and how it will impact them for good in the short as well as long-term.

 

Don’t wait to plug the hole

Over the years after handling multiple sales improvement projects, I know for sure that when you get better at studying processes, you start unearthing a lot more problems that need to be fixed. Our approach at Platformax is to explore issues in depth and collecting enough data for solving it once and for all. However, many times, some problems are easily fixable and don’t need elaborate analysis, this is what our team calls “Platform-sense”, we fix it then and there without getting into a paralysis of analysis. Our sales Jedi recommends that our team answers these questions before applying their “Platform-sense.”

  1. What’s the worst that could happen if this solution doesn’t work?
  2. How easy is it to undo the change?
  3. Will this delay other actions?
  4. How expensive will this change be regarding money and time?
  5. How much disruption will this change cause to our colleagues and clients?

In case most of these answers tread on the downside, we don’t implement the solution in haste. If the solution is simple to put in place and can be undone easily, we give it a shot.

  

We swim upstream like Salmon

Most of the problems we see are symptoms of other problems buried upstream in the process. For example variation in the product line may be due to the variation in raw materials; mistakes in customer’s bill may be the result of errors in the original order. To make improvements that stick, you must seek out these causes and find ways to prevent them. Whenever your team is faced with a problem, mentally walk through the entire process and see if you can identify upstream conditions that could be the cause of the problem.

 

Documentation wins hands down

In most of the organisations the same problem gets solved over and over again, and every time a hero gets created. At Platformax we are lazy and get bored if we have to solve the same problem twice, to feed our laziness we have created a log of the all the problems that we encounter and the proposed and implemented solutions along with end results. This has created a treasured repository for us, and we pride ourselves in discovering and solving new problems.

 

If you don’t measure it, it is smoke and mirrors

At Platformax we are great fans of Einstein, he said, “Not everything that counts can be counted, and not everything that can be counted counts.” We are not obsessed with measurement, and we have banned people from carrying measuring tapes to our client’s office, however keeping track of where we are and what we do is a part of our core ethos.

Rarely do things turn out exactly the way you plan, and you have to make multiple changes to the process before hitting the optimum point. We monitor all our actions so that we can quickly catch errors and prevent them from snowballing into blunders.

22. 12. 2016|Categories: Productivity, Project management|