Wednesday, 26 October 2011

War Room Sales

Sometimes sales teams need to consider a specific sales strategy and focus for key customers, especially if they make up a considerable percentage of your organisations business. Just lately I have been working with a customer where we have a war room for selling. Here are the tips, tricks and traps for war room selling.

In my mind, war rooms look like Winston Churchill's WWII Cabinet War Rooms, model ships laid out, tanks and soldiers to bring focus and plan implementation. Always in a bunker with a large map and table in the middle. For sales the concept holds true. 

In a challenging sales environment, assemble your key sales people, set aside a space and start to build a visual, focused and structured sales offensive.

The space – A room with plenty of bare walls, whiteboards and flip charts. A research computer with internet access, basic tables and chairs and lots of paper and pens. Less is more. More of what matters counts.

The sales vision – Write it down and stick it up on the wall. Include key strategies for sales success and the purpose and prime objectives of the space. Start with the end in mind.

The process – Once you have the vision, map your 80/20. Who or what are the 20% that give you 80% return? Who are the key clients that you need to develop - switching cost, relationships of sales intimacy and extension into wallet share. Mind map each customer on their current state, covering every detail you know about them, then everything you need to know.

Innovate – When all the mind maps are done, begin to consider your plan of attack. Don't go straight into action! Consider first the opportunity in each client. Agree that there is, or is not, an opportunity to grow. Then map ideas. Go wild! Seth Godin 'Purple Cow' style and then action.

Action and implementation – Now use the old one page plan method to action up each client attack plan. See the video on our YouTube channel or contact us for instructions.

People – This is a great opportunity to select a strong team to mange the process. Choose your best soldiers then run a specific 8-week cycle where you meet regularly, set targets then review and refine. Celebrate your steps to success. It can be fun, a great learning environment and who knows, may just increase sales.

Remember, the key for selling to big zebras is winning the wars not the battles!


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