Jeff Conner - Sales Optimization System: The Life Preserver Your Sales Plan Needs
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Sales Optimization System
The Life Preserver Your Sales Plan Needs
Jeff Conner
Jeff Conner Publishing
Copyright 2020 Jeff Conner
Cover Image: Robert Simbron
Cover Design: Robert Simbron
Copyright 2020 by Jeff Conner
All rights reserved. This book or any portion thereof
may not be reproduced or used in any manner whatsoever
without the express written permission of the publisher
except for the use of brief quotations in a book review.
Printed in the United States of America
First Printing, 2020
ISBN 9798590995424
Jeffery Conner Publishing
20582 Austin St. NE
Cedar, MN 55011
www.jefferyconner.com
For Tony Emmerich- Thank you for giving me a chance.
Praise for Sales Optimization System
SOS provides a series of maps to have a successful sales effort, and it is a comprehensive sales planning and sales activity management system.
Salespeople must manage the metrics of selling, as well as effectively execute every step in their sales process.
SOS provides a framework for approaching the right kind of customer and saying the right things at the right time. Strong interest getting statements, framing questions which identify real customer needs, and matching the right solutions to primary buying motivations are all housed as selling assets within SOS.
SOS helps a sales team manage sales information, as well as prospect and client information. This helps clarify what has been accomplished, and what steps are required to complete a customer agreement.
--Jon Halleen , Principal, Applied Humanics
Contents
Sales Optimization System
Introduction
The Sales Optimization System, or SOS, has been developed through years of trial and error as I created the sales system, we use at my catering company and with our coaching and consulting company, Performance Partners.
When I hired my first sales reps, I didn't have a system for them. I thought I could just hire a sales rep and they would "just figure it all out." This turned out to be a huge mistake and cost me several thousand dollars and about six months of time. You see, great sales reps don't want to develop a system, they want to sell. Sales professionals want a system to work within, but they don't want to create it for you. Not only do they not want to do it, but they most likely don't have the skills to do it. There is a big difference in the skills required to sell and the skills required to build and manage a selling process and team.
I ended up letting both of our initial sales reps go within six months because I hadn't done the upfront work that would allow them to be successful. Without a clearly documented system, they didn't understand my expectations and I couldn't hold them accountable for getting results. It turned out to be a tremendous waste of resources and their time.
After letting them go, I did what I should have done first, I created a sales program. Once I had my program in place, I then hired two new sales reps and am happy to say they are both doing extraordinary selling for us and have helped us double our revenue in just a few years.
Sales Optimization System works!
Im thrilled to share what Ive learned with you.
The SOS program is designed to take you from wherever you are currently in your sales development to having a complete program to manage your sales professionals and sales team. It gives you, the owner, the ability to effectively lead and manage the sales functions at your company.
Because this is written for you, the busy owner and entrepreneur, I have left out all the fluff and get straight to the point by giving you the steps you need to take to establish a sales system for your company. You wont be wasting a lot of time reading about things you dont care about.
Implementing the SOS program is simple, but not easy. The process is straight-forward, but requires considerable time and effort to implement. If you are self-implementing, you will want to be sure you give yourself plenty of time to work on each section.
This system works, so don't give up on it! If you are having trouble with self-implementation, Im here to help.
Visit www.salesoptimizationsystem.biz for more information and incredible resources to help you develop your sales plan. You can also contact me if you need help implementing for your business.
Jeff@jefferyconner.com
You can be ready to hire your first sales rep in as little as 30 days!
Forward by Barbara Zuleger, Founder of Performance Partners Coaching
The confidence, creativity and energy of a true entrepreneur can literally create something from nothing.
Jeff is a true entrepreneur leading with passion, vision, and motivation. For Jeff, building a business, whether a catering business or a non-profit to improve quality of life for others, is all consuming. He is at his finest, and happiest when developing a great business idea into a great business.
It is said that reading a book can teach you in a few short hours what it took someone else at least five years to learn. Author and creator of the Sales Optimization System, Jeff, is the first to admit the errors made when rushing too quickly into hiring a sales team. You will be so glad you picked up this book, you just saved yourself a lot of time, money, and anxiety. You dont have time to make the same mistakes others have made, you have your own to make.
Jeff created this system which he so thoughtfully lays out in this book because he needed to make sense of why his own sales experience and success were not translating into a successful sales team. The Sales Optimization System fills the gaps, between this is what I do and this is a tool I can use over and over again to continually build the sales process, team and results I need in my small business.
Entrepreneurs start businesses.
Business owners run businesses.
Smart entrepreneurial business owners build a team to run the daily operations in their business.
Successful business leaders need to spend less time in day-to-day operations so they can focus on keeping their business on the leading edge. This may be the leading edge in a huge industry like a Steve Jobs, or it may mean a successful owner of a small to mid-size business staying on the leading edge in their community.
When I first met Jeff, in 2013, he was new to this world of small business. He gave me a challenge I see consistently when working with my business builder clients, that is, getting him to slow down enough to see the whole business. Jeff doesnt have a slow-down mode, and he did not want to look at the whole business, the business was fine, all he needed was help with marketing.
Marketing, while essential, was not the only thing that needed attention in this business. Jeffs goal was to be a Leveraged Business Owners as quickly as possible. Leveraged business owners need a team they can depend on.
Jeff knew how to talk to customers about his amazing product, and how to help them buy, aka selling. But in a business that was set to grow quickly, it was not where his time and talent was best utilized. He was needed as the CEO not out selling the product. Building a sales team in a business that has never had a successful one is not a one-step process. Hiring an experienced salesperson is not enough to get great results. Great salespeople sell. Setting up the sales process and all that entails requires a different set of skills and experience.
When I hired my first sales reps, I didn't have a system for them. I thought I could just hire a sales rep and they would "just figure it all out." This turned out to be a huge mistake and cost me several thousand dollars and about six months of time. You see, great sales reps don't want to develop a system, they want to sell. Sales Optimization System
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