Question

Topic: Strategy

Getting Organisational Support For New Sales Team

Posted by linda on 10/29/2008 at 7:54 AM ET 400 Points
Hi fellow marketers. I need your advice on a company issue.

Our financial services company (which is member owned superannuation fund which has always been focused on members) is now open for the public to join (this is like a 401k for those not familiar with superannuation).

I am about to take on responsibility for the sales/business development function and I am keen to seek your advice on how we should set up the relationship between the sales team and the rest of the organisation.

Here are some issues I have in mind to give you an example:

I want clarity and agreement around the definition of sales (i.e., we will target prospective members only and the member services team will look after retention of existing members) - so basically what our role is and how it works in practice.

I want to be clear about the expectations of other departments, such as the financial advice team (who we will provide referrals to) and member processing departments and communicate our expectations for support as well as ascertain their expectations.

Are there any tips or traps I need to be aware of in considering the process?

Are there any websites or blogs that you could refer that might give me an insight into some of these issues?


I would appreciate any assistance you can provide and can answer any questions you have.
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RESPONSES

  • Posted by saul.dobney on 10/29/2008 at 8:09 AM Accepted
    Internal silos are the main trap. The customer doesn't have your internal view. They want a seamless process from contact to sign up - issues of responsiveness, quality, listening ability and to know who to call if there is a problem.

    If your task is prospects, how do you ensure that these prospects move smoothly through the business so the customer knows who is responsible at any time.

    Your second trap will be over bonuses/financial rewards. Who takes the bonus for sign up or retention.
  • Posted by Mikee on 10/29/2008 at 10:47 AM Accepted
    I agree with Saul. Sometimes people get so focused on their little niche that they lose sight of the big picture. Try not to compartementalize the tasks. It think it is OK to deal with finding new clients and working with current clients. In fact sometimes things can get lost in the transition from new client to client if these things are departmentalized.

    Mike
  • Posted by Jay Hamilton-Roth on 10/30/2008 at 9:07 AM Accepted
    Create a sales structure: https://www.davekahle.com/article/sharp.html

    The document will help clarify your salespersons' roles internally, as well to the rest of the organization.
  • Posted by srbrts70 on 10/30/2008 at 2:33 PM Accepted
    I recommend the following templates at the go-To-market Strategies website. You can get all the sales templates in their Sales Toolkit, along with MP3 training that is excellent. I was able to map out my sales process, and therefor get buy-in with marketing and finance using the Sales Process template they have. Check them out here:

    https://www.gtms-inc.com/salesandmarketingtemplates.htm

    They also have some good articles, mainly around the integration of your sales force with marketing.

    I hope this helps.
  • Posted by linda on 11/2/2008 at 11:48 PM Author
    Thank you all very much for your contributions to my question. I can now move forward with more confidence.

    I am very grateful that you are interested in helping me and have taken the time to participate.

    Linda
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