Creative Sales Engagement Through Disciplined Process

Is it possible to have a disciplined sales methodology and process and at the same time provide an environment of innovation and creativity.

At PCE we think the two go hand in hand.

By providing the boundaries and automation of process staff are empowered by understanding how the core of their required KPI's can be built into daily, weekly and monthly process - some of which can be automated, the balance of which becomes habit.

From there staff, you and your sales professionals, have the freedom, flexibility, well defined boundaries, empowerment and most importantly the time to be innovative.

So how do you create a process that leads to freedom and flexibility?

At PCE we believe it's all about communication and transparency and leadership by example.

A mechanism to communicate with clarity and transparency is a good old fashioned communication board.

Now let's get this straight - having worked in the boiler room environments of high performance and cut throat sales - we are not talking about a leader board that is fear driven.

Rather we are talking about a pulse board. A snapshot of the mood of your office, of the development plans for individuals. Yes it's also about results and activity that people have achieved and have committed to. This is an important component but it is also about what you as a leader of your sales team have delivered in removing hurdles for outperformance and what incremental improvements have been made in the previous week for example.

It's a mechanism for communicating success and for looking at what conversations and techniques the team will try in the next period (say for example over the next fortnight) in their sales conversations.

So very quickly this type of communication becomes not only a performance tracker but a performance monitor and a guide and mechanism to share ideas.

Most importantly having leaped over hurdles it allows for time out for ideas development. By allocating 20% of sales team time for them to innovate - after of course this type of board has been in operation for a period that you are comfortable that the right behaviours have been adopted - you give through a process the right and autonomy to be creative.

Creativity through disciplined process.

Selling with assurance - letting your clients know they've made the right decision

We've spoken previously about generating referrals from yoru ideal clients and giving your newly engaged clients great comfort that they have made the right buying decision.

A client engagement letter is an ideal technique to increase your sales conversions and enhance the referrals you get from client advocates.

Here's a quick example that you can use as a base.

Enjoy the sales uplift!

1 January 2012
Mr X and Mrs Y Client
1 Smith Street
Smithsville VIC 3000

Dear X and Y,

Congratulations, you’ve made the right choice

Thank you X and Y for entrusting ABC Financial Services, with the development of your financial planning / insurance solution that serves to enhance/protect your lifestyle and the people and dreams that are important to you.

We are responsible for the service you receive

I as the principal adviser of ABC Financial Services am solely responsible for the service you receive during this process from my team. This means that any matter you need clarified or wish to ask questions about can be directed to me personally.

We are here for you

Accordingly please find enclosed our corporate brochure/my business cards/ our contact sheet for our office/ a handy fridge magnet so you have at your disposal the appropriate contact details for the office.

We value your feedback

As our business is a referral only business/ is built on referrals our existing clients are our biggest advocates. The constant source of referrals from our clients means we can spend less time on activities to find new clients and more time developing and servicing the solutions for the clients that find and stay with us.

Any feedback during and after the development of your solution will be greatly appreciated so that we can strive to have you as another client advocate and have a positive influence on not only your situation but for the people you value in your social and family circle.

Next Steps

Attached is our service schedule tailored to your situation that documents the process involved, time line for delivery and our service package/fees/charges/costs solution that you have chosen.

Please take the time to ensure that this reflects your understanding of our discussions and complete the section that requires your signature, and return in the envelope/by email and our work with you will commence.

Yours Sincerely


ABC Financial Planning