sales planning

Jakub Hon is a highly accomplished entrepreneur and sales expert, serving as the CEO of SALESDOCk and co-founder of Black Bison. With a wealth of experience spanning over a decade, Jakub possesses a true entrepreneurial spirit and a passion for assisting individuals and companies in establishing and enhancing their sales operations. Guided by the belief that thoughtful planning yields fruitful results, he brings a strategic approach to sales.

Throughout his career, Jakub has showcased expertise in various areas, including building high-performing sales teams, spearheading international expansion initiatives, executing successful outbound sales strategies, and developing effective go-to-market plans. His proficiencies extend to sales process optimization, inside sales, CRM implementation, SaaS solutions, new technologies, data-driven sales approaches, and fostering innovation within sales organizations.

For those interested in connecting with Jakub Hon or seeking his assistance, he can be reached through his LinkedIn profile at https://www.linkedin.com/in/jakubhon/. Additionally, you can contact him directly via email at jakub@salesdock.com

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If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

Be inspired as each month, one trailblazing woman who works in the creative industries shares how she navigates life’s challenges to achieve her career goals, while offering top business tips and invaluable wisdom to inspire your life and career. 

The Wonder Women Podcast will release a new podcast on the 1st day of each month.

For more inspirational content including the Wonder Women digital talk show & information on our live events that bring women in business together, please subscribe to www.wonderwomentv.com 

You can also follow us on the following social platforms:

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For information on The Wonder Women podcast creator and host, Ria visit www.riahebden.com

Today’s guest on the Sales Vitamin Podcast is Nigel Green, he’s the author of the best selling book Revenue Harvest A Sales Leader’s Almanac For Planning The Perfect Year.   Nigel is a sales coach, author and consultant to some of the top organizations in the nation.   

As an executive, Nigel has over 15 years of experience leading sales & marketing for Fortune 500 companies.  He helps investors, executives and sales leaders of quickly-growing companies eliminate chance and create predictable sales growth.    Nigel’s insights have been featured in Business Insider, Thrive Global and Inc. Magazine. 

His book Revenue Harvest is one of the most practical and detailed I’ve read on sales planning and management.  It gives detailed, practical information you can use immediately to improve your sales teams performance.  His analogy of farming and sales results is genius, but simple. 

This episode is filled with sales planning information you can implement immediately.   

Here's what you'll learn in this episode: 

• Green's inspiration for the book.
• The similarities between farming and the selling process.
• The 7 steps of the revenue harvest. 
• The power of restoration (resting). 
• Account Management vs Territory Assignment.
• The "Fire Yourself" concept. 
• Mission - Plan - Vision.
• The "outcome" has to mean more. 
• Selling through the pandemic. 
• Hiring mistakes and processes. 
• The Revenue Harvest One Day Workshop.
• Key sales technology pieces. 
• One sales vitamin. 

Connect with Nigel
Official Website
LinkedIn

Kenny Chapman founded The Blue Collar Success Group with the mission to help home services industry operators become real owners. The coaching, training, and development company gives home services business owners the tools to improve employee consistency, retention, communication, and management, as well as maximize leads.

A better sales process increases sales and growth.

Kenny likens the relationship between sales and marketing to marriage. It takes a certain degree of communication and teamwork in order for it to be successful.

“The sales team and the marketing team can have a really good marriage where everything is communicating really well and reporting is going back and forth or sales and marketing can end up... in divorce or a turmoil-based relationship.”

Kenny emphasizes that it’s important to ask what each team can bring to the table to solve issues in sales. With combined efforts, marketing and sales teams can create a productive system that will bring in leads.

What should you be doing before the sales process starts?

Take the time to consider what your service or product is worth and what customers are willing to pay for that service or product.

“You’ve got to figure out cost to goods and labor estimates and all these things. And if you don’t do it effectively, which most don’t, then you go to market underpriced and underpriced selling kills everything.”

The Blue Collar Success Group provides a “12 Step Ultimate Client Experience” that focuses on the relationship between the company and the customer. In the customer/company relationship, you are the hero, you are providing an invaluable service.

Marketing and Sales
Marketing and sales transactions can be broken down into a system of three steps:

1. Primary marketing and attracting the customer. This is where Scorpion comes in.
2. The sale and the follow through.
3. The review, follow-up, and “happy call.”

These steps demonstrate the attentiveness required for success. The process is not over after the sale is through. You still must ensure your product or services are adequate, and also cultivate a continued relationship with your client that may prompt their return and possible promotion of your business.

How do you determine where you’re starting to make sales?

Kenny highlights a few steps to help you determine when and where your business is making sales.

1. Meet with a business coach.
2. Have clarity in what you’re doing and why.
3. Check revenue numbers and key performance indicators.

In the home services industry, many of the services and products offered were at one point considered a commodity and wants. However, over time these wants have become necessities—giving your service an invaluable edge.

If you are confident in the value of the products and services you provide, your customers will be confident in you.

Business Sales Process Investment To-Do List

Business owners need to be thinking more, Kenny says. Step back and brainstorm, plan, assess current problems and successes, and predict future outcomes.

The problem is, in the home services industry, boards of directors don’t really exist. The Blue Collar Success Group’s Mastermind Groups enable business owners to reach a board of directors mentality without ever establishing an actual board.

1. Align margins correctly with pricing.
2. Find clarity in what you want to accomplish.
3. Make sure your sales team has a strong script and is trained effectively. Build the system for the person having the communication step-by-step.

Why are podcasts important for home services business success?

“Our frontline is kicked in the teeth all day... we have challenges day after day, call after call… as owners, as leaders of these organizations, we have got to get some good information, we have got to listen to people who are going through the same thing.”

Listening to peers in the industry via podcasts can relieve stress for home services business owners. You can discover invaluable tips on business priorities, improving management and sales skills, maximizing leads, and advancing overall business growth.