June 9, 2025

How To Build A More Fantastic Sales Organization

How To Build A More Fantastic Sales Organization

An audacious and unmatched Sales Team is not created on the backs of sales tactics or techniques.
It’s not developed by being “the best” practitioner of sales principles espoused by the textbooks on the subject.

Unique Sales Teams who are The ONLY Ones who do what they do are grown out of Context and Culture.

Context — the overall organization has a strategy that declares customer loyalty as the key strategic imperative for growth.

Leadership in THIS organization believes that long term growth is achievable only by nurturing their loyal base of customers; they place a lower emphasis on acquiring new customers to fuel their growth activities.

Culture — the culture of the organization is an expression of customer obsession, memorable serving experiences and long term relationships.

The Value System in these companies honors serving others as the behavior necessary to build long term customer relationships and long term growth.

Sales should be looked upon as being in the SERVING game not the product pushing game.

If you are looking to take your Sales Team to a higher level and you DON’T have Context and Culture solidly in place, you will be forced to improve sales efficiency rather than strategic effectiveness.

And the result will be unimpressive.

You will look like every other salesforce who covets the same sales “best practices” with the expectation that somehow you will achieve miraculous results.

Insanity = Doing what everyone else is doing and expecting breathtaking results.

With Context and Culture in play, here are my top 3 priorities to establish a mind-blowing Sales Team:

#1. Recruitment — a customer-obsessed serving culture requires employees who “love humans”.

You can teach people sales techniques, but you can’t teach them how to love people!
You must recruit individuals who have a natural innate desire to SERVE others.

I created the “Hiring for Goosebumps” method to identify potential employees with “I love humans” in their DNA.
It worked unbelievably well even though some thought it was a crazy process. Whatever. It helped us to A BILLION IN SALES.

#2. Performance Planning — Serving expectations must be clearly defined in each salesperson’s annual Performance Plan.

And they must be relentlessly measured.

Expectations in the serving realm typically are behavior-based. They relate to human traits like: keeping promises, availability, follow-up, attitude, fixing mistakes, responsiveness, problem solving approach, listening and respect.

The challenge is to define the traits that are important to your target customers, set objectives for each of them and measure the sales person’s performance on each of them regularly via customer perception surveys on a simple scale like “Poor, Fair, Average, Good, Excellent”.

These serving objectives should be as robust as the product sales targets that will also be in the sales performance plan.

#3. Compensation — The old adage ”People do what they’re paid to do.” is particularly true of salespeople who, in my experience, are more relentlessly driven by their compensation plan than most other employees.

If you don’t get their bonus compensation plan “right”—defined as being 100% aligned with the strategy of the organization—dysfunction sets in and desired results will elude you.

SERVING targets based on the desired behaviors expected must be set and paid for in the sales compensation plan.
And they must be given a strong enough weight in relation to other targets (like product sales) to capture their attention and act accordingly.

The compensation plan might look something like this in year 1: 30% of the bonus would be paid out on SERVING performance; 70% on product sales. In subsequent years of the plan, you want to increase the weight for the SERVING component at the expense of the product sales component.

Taking sales performance to a higher level isn’t about sales tools.
It’s about context & culture followed by recruitment, performance planning and the bonus compensation plan.

If you don’t get this formula right, you’ll get micro efficiency gains perhaps, but you won’t get any movement in the strategic effectiveness dial.

Cheers,
Roy
My Podcast Show Audacious Moves to A BILLION shares the specific Moves I made to achieve jaw-dropping growth in an insanely competitive internet business.

”The Audacious Unheard of Ways I Took a Startup to A BILLION IN SALES” is the latest in my BE DiFFERENT or be dead Book Series.

• Posted 6.9.25 at 06:00 am by Roy Osing
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January 20, 2025

Are You A Remarkable Leader? Take The Truth Quiz!

Are You A Remarkable Leader? Take The Truth Quiz!

Every leader knows the pressure of growing their business and consistently performing at the highest level.

In today’s highly competitive markets, with ever-changing customer needs, how do you ensure your business strategy sets your organization apart from your hungry competitors and delivers the growth expected?

The answer might surprise you. Often, simple practical tools can provide powerful insights.

Throughout my 40+ years as a leader, I’ve developed practical methods that enabled us to grow an internet startup to A BILLION IN SALES, and have demonstrably helped many other businesses rise above the crowd.

Curious how you stack up?

Take my free quiz to assess how well your organization practices the “Audacious Unheard-of Ways” that were instrumental in creating an unbelievable growth machine that I had the good fortune to lead.

Are you making The Audacious Moves I made in Leadership, Business Planning, Marketing, Sales, Customer Service and in your Career?

Where is your organization on the “BE DiFFERENT or be dead” scale?

This quiz will help you answer that critical question.

By gauging your organization’s capabilities in each crucial category, you’ll gain valuable insights on how to separate yourself from the competition, thrive in the marketplace and build a rewarding career.

Ready to take the quiz and discover your path to unbelievable success?

Click here!

Cheers,
Roy
My Podcast Show My Podcast Show Audacious Moves to A BILLION shares the specific Moves I made to achieve jaw-dropping growth in an insanely competitive internet business.

”The Audacious Unheard of Ways I Took a Startup to A BILLION IN SALES” is the latest in my BE DiFFERENT or be dead Book Series.

• Posted 1.20.25 at 06:00 am by Roy Osing
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October 28, 2024

7 Simple Moves To Make A Remarkable Sales Person

7 Simple Moves To Make A Remarkable Sales Person

In the complex world of sales, defining what makes a great salesperson involves looking beyond mere numbers.

It’s not just about the amount of products sold or revenue generated—these are merely the results of a sales effort.

A truly outstanding salesperson is defined by their ability to create lasting value and exceptional experiences for their customers, which in turn, drives economic success for their organization and themselves.

Here are seven key attributes that exemplify a remarkable sales effort:
#1. Long-Term Customer Focus — A great salesperson prioritizes long-term relationships over short-term gains.

They understand their customers’ evolving needs and ensure that their solutions fit these needs into the future rather than merely seizing opportunities for immediate sales.

#2, Customer Experience — Creating an enjoyable, memorable customer experience is crucial.

This means engaging with clients in a way that makes them feel valued, respected, and understood, rather than using the interaction simply as a platform to boost the salesperson’s ego.

#3. Relationship Building — Instead of being pushy about products due to sales quotas, a great salesperson enhances the relationship, focusing on trust and mutual respect, thus creating a loyal customer base that feels more like a community than a transaction.

#4. Asking Questions — By prioritizing asking questions over making statements, a salesperson encourages an open dialogue.

This helps in accurately understanding the customer’s pain points and ensures that the solutions offered are genuinely beneficial.

#5. Embracing Silence — Recognizing that silence can be as powerful as speech is a critical skill.
By allowing moments of reflection, salespeople give customers space to consider their needs and the offered solutions without pressure.

#6. Integrity and Honesty— Maintaining high ethical standards is non-negotiable for a great salesperson.

They build trust by being transparent and truthful, demonstrating commitment to the customer’s best interests even if it means not making an immediate sale.

#7. Customer-Centric Outcomes — A successful sales effort results in outcomes that align with the customer’s best interests, even if these don’t fully serve the salesperson’s personal objectives.

This approach leads to satisfaction and loyalty, benefiting both parties in the long term.
To truly understand a salesperson’s effectiveness, listen to their customers.

When a customer expresses unwavering loyalty, admiration, and trust, it’s a testament to the salesperson’s proficiency.
Statements such as “I refuse to buy from anyone else,” or “They are the only one I trust,” reflect the deep, positive impact made by the salesperson. Such testimonials signify a relationship built on trust, integrity, and genuine care.

Customers who go out of their way to make purchases or are willing to wait for their preferred salesperson demonstrate the enduring connections that define a remarkable salesperson’s career.

While metrics like sales volume and revenue are important, they do not fully capture the essence of a great salesperson. Instead, look to the quality of their relationships, the satisfaction of their customers, and their reputation for integrity.

Few salespeople can boast of such accolades from their clients, but those who can are truly exceptional and invaluable to their organizations.

Cheers,
Roy
My Podcast Show My Podcast Show Audacious Moves to A BILLION shares the specific Moves I made to achieve jaw-dropping growth in an insanely competitive internet business.

”The Audacious Unheard of Ways I Took a Startup to A BILLION IN SALES” is the latest in my BE DiFFERENT or be dead Book Series.

• Posted 10.28.24 at 06:00 am by Roy Osing
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May 20, 2024

Why I Need You To BE DiFFERENT

Why I Need You To BE DiFFERENT.

An excerpt from The Conversational Selling Podcast 
with brilliant Host Nancy Calabrese…

“I want you to be different. I want you to go out, be brave, be audacious, and choose to be different today, right now, in the moment, in some small way.

If you’re not the ONLY ONE who does what you do, Why should you be given the “plum” opportunities?” — Roy

Cheers and BE DiFFERENT.

My 100 Podcast Shows that will take your business and your career to astronomical heights.

My Podcast Show Audacious Moves to A BILLION will share the specific Moves I made to achieve jaw-dropping growth in an insanely competitive business.

”The Audacious Un-heard of Ways I Took a Startup to A BILLION IN SALES” is the latest in my BE DiFFERENT or be dead Book Series.

• Posted 5.20.24 at 01:42 am by Roy Osing
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