Processes Archives - IntelliSource

Developing a Renewal Sales Channel

With the constant changes in technology, it isn’t always easy for your team to keep those renewals sales long term. Through focused planning and preparation, you can create a healthy renewal team and channel that can grow your business success.

IntelliSource has helped several businesses establish and grow their renewal based sales channels. Over the years, we have learned quite a bit. Our approach to creating new roadmaps for teams is through planning and hiring the right people helps us be successful!

Finding the Right Team

First, when you are setting up a new renewal sales channel, you have to start with the right people. When interviewing and hiring your team, experience as well as ambition. Do not disregard a less experienced person who truly has a desire to be successful and learn. These are the type of people you want on your team. Even if they lack some knowledge of sales, you can always help them grow through training if they have the desire to learn more.

Your team should be made up of people who are great at conversation — someone who can determine customer needs by asking the right questions and listening to the customer. People who understand how to convey value is a huge plus. Determination and knowledge of their products are also needed to be successful as a renewal sales agent. The majority of this business is relationship building. Make sure to treat your customers right. Building those relationships give them someone that they can trust while giving you a leg in the door to make a sale.

Finding the Right Method

Second, you want to make sure to develop a proper structure for processes and responsibilities within the new team. Do you want to create a leadership position for the team to help you? Does the team need to work in an office, or is this a remote position? Questions like these can help you to determine the type of environment you will prepare your people to work within.

Next, align your current sales and company processes to the new process for this team.. What do you need this team to do and how will they fit in your current structure? What changes need to be made to make this successful? You don’t want your renewal team to be at odds with others because you didn’t plan.

For example, IntelliSource has helped several companies develop new teams with partners who already had field and telesales teams. By making sure to work with the partner and their already created processes, we determined the appropriate method to be successful and not cause disruption.

Bringing it all Together

The right people, plan and processes can help you create an effective renewal based sales team to take your business to new heights. However, your job is never finished as you keep your team trained and prepared. Check in with your team to see if they need help getting something that could help them be better at their jobs. Learn your teams and the kind of people they are to manage them better.

For more information about how IntelliSource approaches process improvement and team structuring, click here to view our case study describing our solution!

Processes

Managing E.I. and Cognitive Roadmaps

Managing your emotions can help you immensely to make decisions that are lead by reason rather than emotions. Your cognitive roadmaps were built through your experiences, but are they serving you to a benefit or detriment.

Internal Roadmaps

Everyone has preset interpretations of the world through their internal roadmaps created from their beliefs, values and past experiences. The easiest ones to explain are like fight or flight, which are responses from our evolutionary path that built roadmaps for human beings as we know it! Your roadmaps act similarly. It could be hard to go out and do public speaking if something happened that caused you to be protective of yourself in those situations. Maybe you did a speech as a child that did not go well, and it stuck in your mind since then! Recognizing that you have these roadmaps is the first step to changing them to work more for you rather than against you

Practice Makes Permanent

Thought processes and their emotional ties, whether good or bad, can become permanent in your personality and roadmaps if practiced consistently. You’ve heard of the “Debbie Downer” personalities where a person is always looking at the worst aspects of whatever the subject is. This mindset is a practiced behavior that has made that person see what they want. In this case, it’s the worst of a situation that affects them.

Whatever you look for you will find which translates into everything in life. We either focus on we want to happen, or we focus on what we are afraid will happen and either way, we can be right. Combined with the meaningful events of our lives, this mindset can shape your understanding of people and the world to create out outlook and emotional roadmaps.

Cognitive Process for Managing your EI

The process for managing your EI and changing your roadmaps goes through the following stages:

1. Events

An event is anything that happens that gets your attention. It is the catalyst to the cognitive process.

2. Interpretations

Your roadmaps start with your interpretations of the event taking into account your past experiences while questioning what the event is and what it means to me.

3. Responses in feelings and behaviors

Stopping your predetermined roadmaps begins here as your responses, feelings, and behaviors are all affected by those maps. Your response is how you act off of your interpretations which could potentially lead you to an action that does not serve you and your goals.

4. Results

Your roadmaps will lead you to the same results unless you take the time to stop them and look at the results to see if they are serving you properly. Ask yourself the following questions:

Are you getting the results you desire?
If not, what has to change to get different results?
What is the cost of the behaviors this event creates?
What do you gain/lose if you change the behavior?

All of these questions can help you determine if your roadmaps are currently serving you in the best way possible, or if they should be examined and potentially changed for better results.

How Do My Roadmaps Serve Me?

Recognizing when you are falling into your roadmaps to think outside of them and develop new paths that serve you better can lead to some amazing breakthroughs in your mindset that can influence and change how events are processed and help you to own your intentions rather than have the past dictate your future. Sometimes those old roadmaps serve you better so make sure to look at everything you do with the idea of “Am I getting what I need from my behaviors/emotional intelligence or would it serve me better to change them?”.

Tag: <span>Processes</span>