By implementing a personal “playbook” with help from his Sandler Training business mentor, this Chattanooga business owner has seen a 45% increase in revenue, an increased close ratio, and higher quality sales.
Remember the cringe-worthy moments Drew Carey endured on “Who’s Line is it Anyway”? Carey didn’t know what situation his cast would be placed in and didn’t know what they would do. His role was to channel our collective discomfort and humor that often came with the scene falling apart.
While this scene may be funny in a comedy sketch, situations like this keep managers like Pete Phillips of Clean Sweep, Inc. up at night. “I had been to Sales Mastery classes with Sandler Training in Chattanooga years ago, so I personally knew its value,” said Pete. “I just desperately needed a sales process that my team could replicate every day. Success and growth for us means adding sales team members, and I had to have a process for our entire business so that we’re speaking the same language and not improvising.”
Pete isn’t alone in this concern. A recent study by Salesforce noted that 40% of sales teams don’t have a replicable playbook. Notably, the same survey showed that sales teams that have a playbook are 33% more likely to be high performers. It’s not that managers want to exert control over their sales team. Processes take a lot of the guesswork out of the situations for sales teams, better equipping them to be prepared for any situations that occurs. Playbooks enable companies to take advantage of the data that they’ve gained from past mistakes and successes and pair them with proven sales tactics. In this scenario managers are much more equipped to help their sales teams prepare, rather than simply keeping a track of sales figures after the sales meeting.
Creating this process has been revolutionary for Phillips and his team at Clean Sweep, Inc. “Sandler Training has taught me that everything needs a system – how you recruit and hire people, how you deal with people, how you create a performance improvement plan, hold people accountable, and how to create a culture that drives motivation and retention,” said Phillips.
The change has meant more than just having a repeatable process at Clean Sweep; it has meant tangible results. Utilizing Sandler Training in Chattanooga has resulted in a 45% increase in revenue, led to an increased close ratio, and has produced higher quality sales and mutually beneficial client partnerships. Shouldn’t you leave improv to the comedians? Is it time for your sales team to have a process?
