Why A Sales Bible?

Companies need a professional approach to coordinating and sharply focusing the entire sales process. Done properly, it sets the stage for teamwork and real achievement. A Sales Bible for your company, setting forth formal guidelines, standards, methods and procedures, will be a catalyst in realizing this goal. When everyone involved in the sales effort know exactly what is expected of them, and it is communicated effectively, your ability to accomplish your goals will increase dramatically.

What We Will Do For You

We will develop a comprehensive Sales Bible (the client titles it as they wish), customized to your company's industry, sales environment, and culture. In a formalized document, the role of the sales person is defined, as is the role for all the individuals who assist and support the sales process. The Sales Bible stresses professional standards that your management team will use to judge the sales process. It will also set out the procedures, guidelines and methodology for the sales effort, giving a foundation for training and professionalism that will foster greater sales and profits.

How Can A Sales Bible Benefit You?

A customized manual can:

• Increase sales effectiveness
• Give you an "anchor" during change
• Communicate values and professionalism
• Foster teamwork
• Reinforce or establish sales culture
• Set forth responsibilities for sales process
• Set expectations for non-commission compensation
• Provide a vehicle for sharing best practices
• Give a blueprint for sales training
• Provide framework for individual salesperson planning

Increases Sales Effectiveness

We have found that when clients understand that this concept will be completely customized and tailored to their company, they will realize that there are numerous benefits to developing a Sales Bible. It becomes the cornerstone of their sales effort. This is particularly true when change is occurring and sales management want to focus the direction of the sales team. It is generally accepted that defining and promulgating the standards, methodology, and procedures of a company's sales initiative is inherently a good idea.

Gives You An "Anchor" During Change

Change management can result in fear, poor morale, hazy goals, uncertainty, and unsatisfactory internal communications. As you move forward to establish your own expectations from the sales group and their support teams, a tangible document or system sends a very unequivocal strong message. Any solid method that a company gives to demonstrate that, despite change, the ship is on course, is valuable.

Communicates Values And Professionalism

Any tangible action by a company's management to demonstrate its commitment to and esteem for the sales organization is important. A Sales Bible makes the statement to all employees that:

• The sales group is critical to success
• The sales effort is organized and focused
• Everyone in the company can contribute to growth
• You have high professional standards for your people
• You've made an effort to communicate what is important

Fosters Teamwork

For every salesperson in the field, there are historically many company employees who should be solid contributors to the sales effort. In some instances, they are less a member of a "Team Selling" mentality than they are critics of the sales culture. A Sales Bible allows top management a tangible way to solicit the ideas, comments, and requirements of other managers so that their needs are incorporated into the selling process. Nothing but benefits result when such groups as credit, finance, accounting, marketing, product development, purchasing and human resources are asked for their input.

Reinforces or Establishes The Sales Culture

Many companies seek a sales culture yet don't now how to achieve it. A Sales Bible by itself does not accomplish this, but can take a giant step in formalizing this goal and communicating the message, "We want to grow, everyone has had an input into how we are going to do it, we have defined what is expected of you, so let's do it." A Sales Bible in and of itself represents a professional approach to coordinating and focusing the sales process and thereby is a concrete step in establishing a sales oriented culture.

Sets Forth Responsibilities For Sales Process

Inasmuch as operating, support, human resource and financial personnel are an integral part of service management sales, a bible would unequivocally set forth the methods, guidelines and procedures for soliciting sales in the future. As you shape the sales process, the Sales Bible would be the definitive reference of what is expected of each individual and department contributing to the sales effort.

Sets Expectations For Non-Commission Compensation

While sales people often earn significant commission dollars, defining standards is an excellent way to adjust base compensation. Standards can also establish the ground rules for actually receiving these dollars. The Sales Bible can set forth specific expectations of the sales person, over and above solely closing business.

Provides A Vehicle To Sharing Best Practices

Identifying and exchanging best practices within a sales organization is important. In the process of developing a Sales Bible and soliciting input from all involved people and departments in the company, these practices can be uncovered. In merger and acquisition situations, it is a perfect way to make sure that valuable practices from the "acquired" company are not ignored.

Gives A Blueprint For Sales Training

Many companies face obstacles in effectively trying to conduct the sales training that they need or want to accomplish. Time, money, and fuzzy priorities are common culprits. A Sales Bible by definition has defined the truly important facets of the sales process, such as territory management, sales plans, presentations, trade shows, etc. It also sets forth the skills and knowledge that is expected of sales personnel. A good Sales Bible forms the basis for sales training priorities for sales and support personnel alike.

Provides Framework For Individual Salesperson Planning

Regardless of how competent and visionary top management is in a company, it is often difficult to filter their goals, objectives and emphasis down effectively to the individual salesperson level. One of the most important components of a Sales Bible is the ability to give a solid sales plan outline and template to the individual salesperson. This format will mirror what the company wants to accomplish and enables salespeople to develop their individual plan well in advance of the selling year. It can be reviewed by all interested parties and ensures that the sales force understands the direction and has formally incorporated it into their plans for the year.