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#82: 5 Ways to Reduce Chaos

#82: 5 Ways to Reduce Chaos

5 ways to reduce sales chaos

October 14, 2022

Reading time: ~1 min

Proven strategies to grow cyber security sales

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5 Ways to Reduce Sales Chaos

Every sales rep has their own thing that works, that they’ve created through trial and error, tried and true effort. But is your sales team actually hurting your sales revenue by running their own plays instead of getting on board with the blocking and tackling your company needs to build proper growth?

Startups are rife with chaos; it comes with the territory. But rather than letting chaos reign–just until we get a CRO, or just until we’re out of stealth, or just until….something else happens that we have no idea if/when it will happen—get your team to commit to consistency.

By following these five steps, you can take control of the chaos before it gets established as the norm.

Leverage conversation intelligence tools (e.g., Gong, Chorus, etc.)Listen to sales calls as a group, and conduct your own deconstruction. Pay attention to what was actually said or not said, how potential buyers reacted. You’re not listening to judge; you’re listening to learn and improve.
Use common frameworksThis is where style comes into play–it’s okay to bring your own style and tone, but at least get everyone on the same freeway before choosing your lane. What are the ways how your team identifies, connects with, explores, and advises prospects? What’s the gist of the story you’re telling, and what are your standard methods for discovery and handling objections?
Hire the right peopleCurious learners want to sell and figure it out together! Hire the folks who can get up and running quickly and whose customer interactions the rest of the team can learn from.
Talk a lot, then talk some moreHave internal calls at least weekly, encourage smaller groups or team chats, and 1:1s to brainstorm. Ask tough questions about what’s working, what you could be doing better, and what you can learn from customer interactions. Make candor and collaboration the way things are done.
Iterate, and keep on iteratingNothing is written in stone. It’s all on a whiteboard, ready to be erased and replaced with the next version, when you’ve learned more and know better. Frameworks get finessed with time, and so should how you sell what you have.

Startup selling is chaotic. It’s the nature of that time in a company’s development. But we can’t just accept it. We’ve got to make it less chaotic and predictable. Predictable chaos!!

When we can do that, our chances of achieving predictable growth increase. And we can get there faster.

In the podcast episode on this topic, I go into more depth with examples and stories: 5 Ways to Reduce the Chaos in Startup Sales. Listen>>>

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If money doesn’t grow on trees, then why do banks have branches?

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