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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Key Elements of a Strategic Sales Plan
Building your book of business can feel overwhelming, but a clear Strategic Sales Plan changes everything. Focus on these 6 pillars: Vision, Verticals, Targets, Alliances, Personas, & Brand Profile. Start strategically to accelerate growth. ******* A client of mine has a venture to build out a new book for business for their firm. This can feel like boiling the ocean because the possibilities of what to do first are endless. In an effort to generate progress, it’s easy to jump right in and start with any prospect or client. But instead, we chose a different approach and first worked on their Strategic Sales Plan. This helped them to first find focus, so they could then accelerate growth. In this post I’m sharing the six elements to help you create your Strategic Sales Plan. 1. Vision for the next 12 months. What do you want to become in the next 12 months? What does the ideal territory or book of...
Get and Keep Funding for your Sales Training Programs
Too many sales training programs struggle to gain long-term support. Why? Because they don’t focus on what really matters to leadership. This article shares how you can get and keep funding for your sales training programs. ******** It’s a question I get asked often by firm partners or CEOs. "How do we create sales training programs that deliver real results, and continue to be funded?" The answer is that no amount of great sales training content can overcome a sales training program that lacks accountability, sustainability, and scalability. I recently spoke at the Association for Accounting Marketing’s Summit, on three elements that every sales training program must have to get and keep support from senior leadership. There are some simple but effective ways to build these elements into your sales training, This article shares strategies for defining and improving accountability in your sales training...
3 Ways to Create Your Personal Sales Strategy this Year
Starting the new year strong? It’s the perfect time to rethink your personal sales strategy and align it with future-focused growth goals. In this video, I’m sharing three actionable ways to create a personal sales strategy that works today and sets you up for success tomorrow. Learn how to: Shorten your time horizons for quicker wins. Protect and grow those “can’t lose” accounts. Dominate your niche with focused, high-impact outbound efforts. These tips aren’t just for you—they’ll also help your clients and prospects thrive. Hit play, take notes, and get ready to crush your sales goals! If you’re looking for more insights, check out my article, "Future-forward sales strategy: A CEO's guide to the next 12 months," featured in the January 2025 issue of Smart Business Magazine. Optimize Sales Growth with Better Sales Sales Strategy There’s no better time than now to focus on enhancing your sales...
Why a Sales Perspective Is Crucial for Effective Board Leadership
Learn how sales governance strengthens board decisions and drives success in this article published in Private Company Director. The article received a silver medal in the 2024 Top Sales Awards in the category of top sales post. ******* Few boards prioritize recruiting directors with specific expertise in sales. However, as companies face mounting pressures, the inclusion of a sales lens on the board can serve as a crucial differentiator. The article “Sales Governance and the Board,” featured in Private Company Director, explores the importance of sales governance and its role in driving shareholder value, new market strategy, M&A success, and product innovation. The article identifies several key areas where strong sales governance can positively impact an organization. For example, sales results directly affect shareholder value, and the inclusion of a sales voice in new market strategies can...
Podcast: Planning for Sales Success in 2025
In this episode of The Sales Hunter podcast, Mark Hunter and I discuss art of planning for the next 12 months and how to master the balance between immediate targets and long-term vision. I share insights on key metrics that truly matter, avoiding the trap of being overwhelmed by data. Discover the power of having a clear “North Star” to guide your sales efforts and the impact of prioritizing actions like outbound conversations to consistently hit your goals. Some highlights: Balancing Strategic and Tactical Thinking (00:02:15) Focus on Key Metrics Over Activity Metrics (00:06:45) Daily Prioritization for Sales Success (00:12:30) Accountability as a Strategic Component (00:18:10) Weekly Revisiting of the Annual Plan (00:24:00) Consistency Over Occasional Greatness (00:30:45) You can listen to the episode here: Would you like to accelerate your sales growth in 2025? Don’t let your competition get an...
Video: Maximize Your Sales Kickoff in 2025
Whether you're a sales leader or an individual contributor, you probably have a sales kickoff in your future. This is The Modern Seller's guide to maximizing your sales kickoff experience and making sure that you take away the strategies that you most need to grow your sales next year. Sales kickoffs are more than just meetings—they're an opportunity to align with your team, sharpen your skills, and gain insights that can set you apart in the year ahead. For sellers, it's a chance to learn actionable tactics and build momentum, while for leaders, it's a crucial time to inspire, motivate, and equip your team for success. There are five goals you should strive to achieve. Watch this video and read below for details. 1. Develop a SKO Strategy Sometimes your sales kickoff seems far into the future, and then all of a sudden, it's here! One of the things you can do is intentionally plan for your...
Podcast: It’s All in Your Head-Strategies for Sales Success
In this episode off the Big Skip Energy Podcast, host Skip Wilcox and I discuss modern sales strategies, the importance of focusing on the right customers, and the mental shift required in transitioning from a large organization to entrepreneurship. I also share valuable tips for sales planning, and the significance of referral relationships. Some highlights: My transition from Corporate to Entrepreneurship (3:10) Identifying the Right Fit for Clients (9:40) Referrals and Introductions for Business Growth (11:10) Overcoming External Challenges (16:00) Business Planning for Success ( 22:10) You can watch the episode here: Do you need help navigating your sales challenges and igniting sales growth in 2025? Don’t let your competition get an advantage. I can help. If you want to know how to improve your sales growth strategy, or you’d like an outside perspective, let’s talk. Contact me to...
Podcast: Navigating Sales Challenges and Embracing Innovation
In this episode of the Art and Science of Complex Sales podcast, host Paul Fuller and I discuss the art of navigating sales challenges across various industries and how to embrace innovation. Some highlights: Essential Skills for B2B Sales Success in Complex Markets (7:56) The Role of Coaching and Fundamentals in Modern Sales (18:04) Redefining Accountability in Sales (21:23) The Growing Importance of Face-to-Face Interaction in Sales (27:00) You can listen to the episode here: Do you need help navigating your sales challenges and igniting sales growth in 2025? Don’t let your competition get an advantage. I can help. If you want to know how to improve your sales growth strategy, or you’d like an outside perspective, let’s talk. Contact me to schedule a conversation.
Video: 3 Questions Every Sales Leader Should Reflect On Before the New Year
As the calendar year draws to a close, many of us in sales find ourselves at a natural point of reflection. Whether you’re wrapping up your sales year or are midway through it, this is a powerful time to evaluate what’s working in your sales strategy and set the stage for even greater success in the new year. To help with that process, last year I created a worksheet, "10 Impactful Questions to Jumpstart Your New Year," designed to guide you through this reflection and planning. You can download it here. Expand Your Thinking with These Fresh Questions In addition to the questions in the worksheet, I wanted to share three additional prompts that come from my mastermind group, part of Alan Weiss's Growth Cycle. This small but mighty group of five or six professionals meets regularly, both in person and virtually, and has been a game-changer for my business and personal growth. If you don’t yet have a...
Sales Managers: How To Build A Sales Plan
When I think of a day in the life of a top seller, there’s a common theme. They invest their time in the right prospects, the right clients, and the right sales activities. In professional services, this focus becomes even more important, because many times they are balancing business development and sales along with client delivery.
How can you know what steps will move you forward faster, help you build strategic relationships, and accelerate sales results?
Having the right sales plan will help you get there.
In this week’s blog, I share strategies for building your sales plan for professional services. As a bonus, learn how you can receive your 2020 Planning Worksheet and The Modern Seller Lifetime Value Inventory.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.
