Growing sales is one of the top priorities for every healthy business. And it’s also an area that’s starting to benefit from fractional leadership.
Today’s guest, Bill Poole, is President and Client Success Director at Convergo, a firm which helps entrepreneurs sell more services to the right businesses through systematization and fractional leadership.
On this episode of The Clarity Advisors Show, Bill and host Ken Trupke discuss how sales shouldn’t be a barrier that prevents businesses from reaching their full potential.
Timestamps
(00:59): Bill’s sales background
(02:57): The importance of having a system in place
(03:34): History of Convergo
(05:46): Convergo’s services and customers
(08:04): Convergo’s process
(09:54): Getting a company’s visionary on board
(15:09): Secrets of successful teams
(18:54): The importance of getting alignment up front
(21:32): Using metrics and scorecards
(25:11): Bill’s recommended reading
(26:34): Convergo’s target client
Episode Quotes
“When sales is a barrier, it’s not always the same challenge. It may be about alignment at the top or it could be about the sales systems that are in place.” (Bill)
“A lot of times (improvement) starts with aligning the leaders around ideal clients and the desired journey the ideal client has with the business.” (Bill)
“One person can only sell so much and that’s a barrier to growth. So, with entrepreneurs and visionaries who sincerely want to grow, we help them understand that they’re really the barrier.” (Bill)
“Change management is the key, and it requires alignment, communication, training, and stickiness.” (Bill)
“The barrier to sales a lot of times isn’t really a sales problem. It’s that sales and operations are disconnected.” (Bill)
“You can’t take the right actions until you’re tracking the right metrics.” (Bill)
“Once you’re tracking the right metrics, you look at three things: the systems, the message, and the people.”
“If sales is a barrier and you don’t know why – or maybe you think you do know why but you want to confirm it – we’d love to have a discussion with you.” (Bill)
Episode Resources
- 5 Steps To Scale Sales and Grow Revenue: Convergo’s eBook listing ways to overcome the challenges of limited time, experience, and resources and build a solid and scalable sales and marketing function.
- Convergo One-Pager: Overview of the company’s services and engagement process.
- Scorecard Checklist: A checklist that will help you self-assess your own scorecard and develop action items to make immediate improvements.
- The Referral Engine: Teaching Your Business to Market Itself by John Jantsch
