Focus:

Pick low-hanging fruit while adding more trees in the garden.

Company Wide:

Company-wide focus on driving sales. Each department to sit down and discuss:

  1. How they will participate in driving more sales
    1. What is their expected impact this action will have on sales?
  2. What tasks they can take off of sales, to give sales more time to sell.
    1. Ex: Product providing sales with a weekly inventory report, instead of asking sales to request this info
    2. Ex: Customer support placing sample + warehouse orders instead of BDR’s

Then, report back to you with their plan.

Examples:

  1. Onboarding KOC: view as ‘sales-onboarding’ call. Feedback before that there is ‘too much selling’ going on in them. Let’s welcome upsells in an KOC. Focus: this is where clients (who are traditional sales) dial in details with sales expansion opportunity.
  2. Custom Branding KOC: view as ‘sales-custom branding’ call. Feedback that offering different upsell packages during the call was a distraction. Focus: gathering design concepts, with opportunity to upsell as a team effort.
  3. Product Inventory: Product to remain on top of making sure sales has clear and accurate product/inventory counts. Their responsibility to report this to us. Not on sales to track down.
  4. Product Request Forms: at events, when we are triaging client feedback or prospective client responses, we are directed to create a product request every time someone asks for something, even it if has already been submitted for another request. We should be able to provide a list of general feedback and then product can take it from there to organize however they want. Right now, valuable feedback is being lost because we don’t have time to file product requests every single time.
  5. Shipping: Instead of sales handholding potential difficult deliveries during onboarding, we have a point person to pass these to who can align with the client, UPS, Bryan, and CX to make sure the client is taken care of.
  6. Customer Sales: Existing pricing/product order needs to be provided up front by CSM when upsell deals are created.
  7. Onboarding: zero property activations should be easy for onboarding to work with/around - not involving AE monitoring until they get their first property onboarded.

Within Sales:

Seems like there are 2 things that need to occur simultaneously: