What Makes Profit Driven Sales Different?
The Profit Driven Salesforce works because it doesn’t try to fix you. You have years of experience and have built a successful business. You don’t need to be fixed. The system does. The breakthrough in our system is that sales professionals have a track to run on based on investments you are making. Salespeople no longer have to generate their own plans or messaging based on a 'top down' growth target. Many businesses have made millions of dollars using the Profit Driven framework and marketing system. Hundreds of salespeople have increased their production, crushed their quotas and become leaner more effective selling professionals.
We know how hard it is to grow revenues consistently and predictably. There are thousands of books, consultants and sales trainers. Companies have invested billions in technology, CRM systems, and improvement systems. However according to CSO Insights, one of the largest and most methodical sales analysts, the needle hasn’t moved. In the last decade the percentage of salespeople making quota has remained stuck around 50% while the cost of sales has steadily increased. While every other aspect of running a business has been improved and costs reduced, sales remains intractably wasteful and ineffective, seemingly impervious to improvement.
Today sales can’t be based on 100-year-old ideas or ignore the changes in buyer behavior. The inability to improve performance while spending more on the sales are what created the Profit Driven Salesforce Framework: a profit-based revenue growth system developed and implemented by Russ Emrick. Russ has been a salesperson, VP of Sales, and a sales consultant for decades. Russ isn’t a professor in an ivory tower. Clients that work with Russ describe him as a street fighter who wins. As such, he has learned that driving the top-line number alone isn’t enough. Too many sales people are broke and too many companies are depending on the next big deal to close to get into the black.
The Profit Driven Salesforce Framework was created to help him run his own Salesforce increasing revenues 300% and doubling the profits for every territory, division and sales team he led. Since then, Russ has gone on to consult with dozens of companies and hundreds of salespeople. Russ’ clients have dramatically increased their revenue and profits learning the Profit Driven Salesforce Framework.
Customers are drawn to Compelling messages and buy from professionals that simplify the purchasing process without the emotional exhaustion and annoyance so often attributed to sales people. The more the competitive an environment is, the greater the importance of having a focused and effective Salesforce. To beat your competitors without racing to the bottom on price requires a proven method based on customer insight, laser guided priorities, and a proficient skilled Salesforce. Clients will choose you over competitors who lack your customer focus.
The Simple Concept
Profitability is critical to growth and survival. In-fact, the lack of profitability is consistently cited as the key reason for a business closing. Profits are necessary to enable businesses to invest in solutions, people, and markets. Revenue growth is an imperative requiring both new customers and increasing existing customer’s purchases. However, customers are both a source of revenues as well as the source of costs and financial risks. The cost of selling is usually the second largest expense after cost of goods. Growth alone – without more profits – is just more work.
To increase profit along with revenue, we help you answer critical questions, such as:
The concept of a Profit Driven Salesforce is simple and straightforward: put the bottom line on top by making customer profitability the focal point of all commercial activities, including marketing, sales, and customer management. Sales teams need to be responsible for delivering profitable business, not just any business. Execution is, as always, the biggest challenge. We can support your organization to:
The Ball of Grief
The Profit House
The Painless Process
Working together to increase profits is a simple three step process
Step 1: Let's Talk
Increasing profits by having a more effective profit driven sales force starts with a phone cal or contact. You can call us at (479) 306-6559 or use the contact form below.
Step 2: Let's Meet
If an opportunity exists to increase profits, let's meet. We can do our Fast Profits workshop to make rapid changes immediately or have a meeting. Our meeting can be online or at your place of business.
Step 3: Let's Execute
We don’t preach best practices. We roll up our sleeves and work side-by-side with you and your team to help you execute your plan.
Ready for a Conversation?
You know what's working and you know what isn't. Fix what you need to and maximize your selling investment.
If you know the challenges you want to solve and you need a partner to do it, it's likely time for a chat. Fill out the short form and we will be in touch.
We will contact you within 24 hours
How You'll Get Those Results
We start with deep dives into your business. What does a sale cost you? Who are your most profitable customers? What is working and what isn’t (waste). You will gain insight into your customers and your sales people so that you can leverage existing assets and forge a competitive effective Salesforce.
Requiring major changes within sales – the company's revenue engine - is as difficult as replacing the engine on a flying airplane. However, small changes consistently executed results in massive progress and improvement. Change becomes manageable, progress continual. Control and discipline replace chaos.
Grow & Repeat
Using the 80/20 rule we focus on what produces the largest results in the shortest time. Then we follow each change step with the LEAN process of Plan – Do – Check – Action. This continual forward progress insures that competitors will always be outsold and revenue producing profit remain high.