When it comes to driving your sales upward, there is waaaaay more to it than is assumed. Working harder to develop inauthentic conversations, cutting your price, attending networking events, paying through the nose for ads, bending over backwards for clients, taking on more… all that could be helpful but if you don’t have an understanding of the key pieces that drive sales up consistently, let alone scaling your sales exponentially, then it's highly unlikely you're going to scale your business to the next level regardless of how great your expertise or product is.
I know this because I have been a sales professional independently, running a global team, and setting up systems and strategy for over 15 years while advising clients at the C level. I learned the revenue leadership game from the inside. After moving into sales out of necessity during the 2008 recession, I spent YEARS working long odd hours, stressing myself out regularly, being available for clients 24/7, and producing high amounts of revenue predictably for my employer - even moving within a mile of my office so I could work more. I felt stuck. I was the top female performer in my firm nationwide, and worked for an amazing company, but I realized I needed to work smarter. It was obvious I was missing something really important in order to reach the next level.
I got an MBA, was hired into two of the nation's best selling programs in my career and figured out the formula for what worked for me as a female in revenue generation. I soon discovered that there exists a large gender inequity amongst sales leaders, and founders of startups tasked with sales. I became passionate about helping founders sell more, to help bridge this gap.
Conducts first hand research regularly on the best practices of millennial female VP+ women breaking the glass ceiling
Became the #1 female revenue generating achiever in two separate corporate environments developing a passion for minority and female founded firms
Drove over $100M in incremental revenue and grew over $1B in recurring revenue over the duration of my career
Improved revenue systems with all levels of leadership clients from Startup Founder, Practice Owner to CEO of multibillion dollar companies
Held the most profitable P&L in my latest company (15% of a publicly traded company's revenue)
Moved from individual contributor to global sales leader of 300+ people
Boosted my salary 10x in 12 years as a professional sales person through building effective sales systems and career strategies
With my goal being to be the youngest and first female top achiever in my revenue leadership career, I needed to bring in more revenue that my much more experienced counterparts did. As I was determined to uncover best practices of my peer executives, I went the route of working harder than everyone else. After spending weeks working nearly 100 hour weeks, I was outperforming, but realized it was unsustainable.
Exhausted, embarrassed and frustrated, I remember thinking, “This is not sustainable.”
I don’t believe I wasted any time learning from them or working hard, but I do believe that's when I realized I needed to play a different game. I needed to work smarter.
I was playing the game of out work/out smart/dress the part/do everything, while slowly burning out. So, I changed things up and left sales to gain a Master's of Business Administration. I got hired by the world's largest tech firm to sell some of the most complex solutions. I attended the best sales trainings on the planet. I moved to Silicon Valley to sell these complex solutions to some of the globe's brightest minds. I was working smarter.
Though my intentions were good, I realized that working smarter, vs harder was not the only thing I needed to do. To become the best, I needed to develop what worked for me sustainably - not the cookie cutter approach being taught in formal sales trainings that everyone did.
Scaling my own venture that gives me a meaningful sense of purpose and legacy,
Built a team that scaled sales and maximized sales on their own without my
day to day involvement
Developed community of high performing leaders that I was able to learn from, mentor
and help bloom
Certified in Design Thinking, an innovative method I apply to consultative selling
Gained a Master's in Business Administration from a top public business school.
Passion for economic empowerment & sustainable income for women
Focused on sales strategy development for experts, founders and firm owners
The formula that's missing, plain and simple, is the formula I took 15+ years developing as a corporate sales leader turned sales strategist.
In fact, I find this hesitation is common with naturally smart and talented professional perfectionists – we think we can “beat the system” by putting the pieces together ourselves in order to “save money” and avoid investing because we’re smart. This is exactly why smart, talented professionals often take the longest to find success – we hold ourselves back with questioning if we should make the investment and “making do” until we can’t.
What I didn’t realize until later was the time I spent without a strategy was not just lost time, but lost income and income equality. I could have reached higher levels at an even younger age. Imagine where you'd be right now if you would have achieved the level of business success, visibility and income you’re seeking years ago? (It’s sickening, isn’t it?)
Figure out a systematic way to gain constructive feedback from your employees and stakeholders that ultimately improves your working relationships, trust, visibility and branding
Understand the no time wasted, streamlined ways you can proactively set up a feedback loop that requires no additional effort, and is included in your prospecting process
Implement a continual feedback system that sets you up for consistent improvement
Determine which incentives work best for in house employees versus outsourced firms, and negotiating tactics for top performance with contract services
Roll out sales incentives that are effective and energizing to your team, and re-evaluate what is optimal to outsource
Gain the foundational understanding of the entire 360 customer lifecycle KPIs that executive track and what they mean
Learn the functional vocabulary of executives so you can communicate more effectively as executive material
Gain easy, simply yet smart tracking techniques to save you time while having everyone march in the same direction.
Align incentives to each stakeholder, champion or employee's interests to maximize success and retention
Set measurements for each phase, so that you can easily and clearly track progress toward each milestone
Work through the 5 common challenges founders face when approaching prospects and learn the techniques to overcome
Map out the key activities needed to reach this customer so you have full confidence in your approach
Learn how to communicate in a way that resonates with your target customers
Understand best practices around target customer definition and where most leaders go wrong
Learn the best practices of defining your special value proposition so that it is viewed as unique and essential
Assess if your have the right employees, contractors, mentors and stakeholders onboard for this journey
Gain clarity on the way an executive develops their vision, strategy and incentives for growth
Redefine your firm's goals and understand your role in revenue, profit and gross margin goals
Take a critical eye to your current company's purpose, priorities and objectives to reexamine how you align or don't