3 Communication Flashcards
What is required for communication to promote revenue growth?
More direct conversations that carry more information.
What are anchor clients?
Key accounts that can create significant value and believe in the strategic outcomes you can provide.
Why is constant communication necessary in sales leadership?
It shows that your priorities are still priorities and reinforces what you value.
What can excessive communication about too many projects lead to?
Sales forces may believe there are other priorities above their main goals.
What is the average number of emails a knowledge worker receives daily?
127 emails.
How should sales leaders communicate their vision?
By consistently conveying what they value, how they intend to win, and what is expected from the team.
What are the four components you can vary in communication?
- Data
- Stories
- Trends
- Actions
Why is data important in communication?
Data speaks the truth and illuminates inconvenient truths, providing a strong dose of reality.
What role do stories play in sales communication?
They help transfer lessons, reinforce core values, and engage the team.
What major global events can be tied to sales communication?
- Russia’s invasion of Ukraine
- High inflation
- Computer chip shortage
- The Great Resignation
What actions should every communication remind the team to take?
- Create more new opportunities
- Plan sales calls
- Facilitate the buyer’s journey
What type of communication should be avoided?
Messages that don’t require action or reinforce important outcomes.
What are the nine primary leadership communications categorized into?
- Vision
- Expectations and accountability
- Execution
- The individual
What question addresses the vision of the team?
Where are you leading us?
What question seeks to understand the reasons for pursuing a certain path?
Why are we pursuing this path?
What question clarifies expectations from the team?
What do you expect of me?
What question addresses the changes moving forward?
What will be different now?
What question asks about the methods for success?
How do we succeed?
What is the revenue growth formula?
Existing Revenue – Churn + Net New Revenue.
Why is it important to communicate what will be different now?
It links actions to outcomes and clarifies the specific activities needed.
What is the significance of having a vision in sales leadership?
It guides the team and serves as a North Star for achieving goals.
How can you ensure your team understands their individual contributions?
By discussing how each member’s efforts contribute to team goals.
What is essential for a sales team to recognize in order to succeed?
Specific activities and results they need to create
What do sales leaders often fail to explain regarding ambitious goals?
How they will create these miracles
