Stop Relying on Luck: Why Most Profitable Businesses Still Lack a Sales Plan
I work with numerous sized organisations that may lack a proven sales process or even a CRM system. For these companies, implementing sound strategy and process creates the opportunity to easily double their revenue and more than double their profit.
by Steve Victor
Most businesses are required to have a comprehensive Business Plan if they want bank lending. Yet, I'm constantly amazed that these same organisations often operate without a disciplined Sales Plan. This strategy gap is what prevents well-established companies from reaching their full commercial potential.
After 30 years in the technology sector, including 25 years focused on sales leadership and management, I now work as an independent sales leader, consultant, and advisor, specialising in fractional sales leadership for technology companies.
My focus is simple: building the structure and accountability necessary to commercialise technology services.
My Core Expertise: Strategy, Process, and Accountability
1. Filling the Sales Strategy Gap: I help businesses define not just what their sales targets are (e.g., "grow sales by 10%"), but how they are going to achieve them, providing the strategy and planning that is often missing.
2. Process Modernisation: Many successful mid-market firms lack basic process documentation, continuity, or adequate CRM adoption (despite tools like Salesforce or HubSpot being available). I address these systemic issues, ensuring key processes—from onboarding new customers to basic sales tutorials—are documented (often using modern tools like screen-sharing videos, rather than outdated manuals).
3. Buyer-Centric Methodology: Effective sales success relies on deep listening and understanding how the buyer buys. My methodology prioritises solving the buyer’s problem with the salesperson’s service or product. It's about establishing sales process and methodology, not just relying on a salesperson's existing network.
4. Leadership Coaching & Turnarounds: I mentor and coach newly promoted or struggling sales managers, providing them with the tools and confidence needed to bring their teams on board and succeed in their leadership journey.
Proven Impact and Engagement
I've worked with numerous organisations, some in business for over 30 years that, despite having extraordinary revenue and profit, don’t have basic sales processes or a CRM system. For these companies, implementing sound strategy and process creates the opportunity to easily double their revenue and more than double their profit.
I work with a small, focused client base of typically 3 to 5 clients at any given time on a day-rate basis, ensuring transparency and maximum commitment to agreed-upon deliverables. I also specialise in helping Australian organisations establish and build their presence in New Zealand.
If you are a business owner or leader looking to commercialise and install the missing sales machine that will ensure long-term, predictable revenue, let's connect. I focus on working with the "investors" those serious about commitment and getting results.
https://www.youtube.com/@Steve-Victor/posts
Do you have a Sales Plan that truly drives your Business Plan?
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