What is Sustainable Selling? Sustainable Selling is about building a foundation that sustains itself, relying on established relationships and a stream of opportunities from satisfied clients and their referrals.

Goals of Sales | Level 2

• Get Up to Speed:
  • Develop skills and knowledge essential for a successful sales career.
• Sustainable Selling Mastery:
  • Lay the groundwork for sustainable success in subsequent years.

Key Principles

1. Yearly Progression:
   • Each year builds on the last, creating a base of high close rate opportunities.
2. Customized Sales Plans:
   • Predict and map introduction opportunities and closed sales for strategic planning.
3. Stick to the Plan:
   • Even without immediate results, small efforts now yield substantial returns in subsequent years.

Defining a "Win"

A "win" in each sale involves:

1. Remarkable Experience:
   • Create a memorable experience for the team and the client.
2. Fair Profit:
   • Earn a fair profit for the company.
3. Lead to New Opportunities:
   • Result in at least one new opportunity, expanding the network.

Learning and Development Objectives

Your journey in sales involves personal growth, learning, and relationship building. The next four levels include:

1. Getting Up to Speed (Level 2):
   • Understand processes, expectations, and daily essentials.
2. Honing Your Craft (Level 3):
   • Refine your skills for precision and effectiveness.
3. Building Your Base (Level 4):
   • Strengthen your foundation for sustained success.
4. Becoming a Sales Master (Level 5):
   • Achieve mastery in the art and science of sales.

Getting Up to Speed

Our Sales Protocol and Culture

• Focus:
  • Quality, environmental stewardship, and professionalism.
• Expectations:
  • Reflect a culture of personal growth, respect, creativity, and WOWing clients.

Wisdom from Tom Peters

• Insane Gesture:
  • In moments of importance, make a statement through a gesture that shows commitment and urgency.

Essential Skills

1. Calendar Mastery:
   • Use Outlook for scheduling, including CARE calls and internal goals.
2. Punctuality:
   • Be on time and communicate if you will be early or late.
3. 1 Week Rule:
   • Strive for timely progression in meetings and proposal preparation.
4. Follow-Up:
   • Send notes after crucial meetings, demonstrating engagement.
5. Effective Communication:
   • Ask good questions, listen actively, and overcommunicate without pressure.
6. Innovation:
   • Seek ideas from diverse sources and evaluate everything for remarkability.
7. Try It Culture:
   • Embrace a culture of experimentation and learning from failures.
8. Energy and Initiative:
   • Approach every interaction with energy and initiative.
9. Luck Equation:
   • Preparedness + Opportunity = LUCK.
10. Relentless Action:
    • Take action, be on the offense, and seize opportunities.

Ideas for Constant Improvement

• Encourage Innovation:
  • Share new ideas for constant improvement, recognizing that failures lead to big wins.

Remember, sustainable success is a journey. Master Level 2, internalize the principles, and set the stage for a thriving sales career. Your success is not just a destination; it's a sustainable evolution. Onward to a remarkable future in sales!