Positioning Your Business for a Successful 2021, with Scott Siegel, Beacon Sales Advisors
John Ray: [00:00:00] And hello again, everyone. I’m John Ray with Business RadioX. And I’m here with Scott Siegel. And Scott is with Beacon Sales Advisors, his own firm, where he acts as a Outsourced VP of sales for a variety of companies. So, Scott, my question for you is, what do I need to do to position myself and my business for a successful 2021?
Scott Siegel: [00:00:28] John, that’s a great question. There’s a couple of steps that any business owner needs to take, but first is you need to review 2020, and you need to talk about what worked and didn’t work, you need to talk to your team and your customers, and you need to listen for what you don’t want to hear.
Scott Siegel: [00:00:47] As you’re thinking about 2021, there were three things you need to do. You need to focus on your sales strategy, you need to set very clear goals to keep you at, you need to have a revenue forecast by month and service, and you need to make sure you have the right sales team. The second thing you need to do is you need to define sales process in a CRM or customer relationship management system with defined steps and objectives. The third thing, sales management. You need the right forecasting tools, pipeline tools, and you need the right compensation structure.
Scott Siegel: [00:01:25] But what it all comes down to is focus. Focusing on the right customers and the channels and prioritizing. Focusing on continuing to sell even in these challenging times. Don’t stop and focus on the basics. Weekly sales meetings, weekly one-to-ones. Then, demonstrating to your team that you care. The most important thing is communicate, communicate and communicate. That’s what you need to do to prepare for for a successful 2021.
Scott Siegel, Founder, Beacon Sales Advisors
Scott Siegel is the founder of Beacon Sales Advisors. He is an outsourced, fractional Vice President of Sales, who focuses on helping small and mid-size companies optimize their sales strategy, process, and execution. Scott helps companies with hiring and developing the sales force, transforming company sales culture, implementing new sales processes and procedures, and instilling best practices. He focuses not only at the strategic level but also at the tactical level; all to help companies achieve record-breaking sales.
Scott earned his bachelor’s from West Virginia Wesleyan and an MBA from the University of New Haven. He started his career with Frito-Lay and worked for Welch’s, Keurig Green Mountain and good2grow leading sales organizations ranging from $25 million to $3 billion. Scott’s held broad cross-functional leadership roles in national sales, field sales, operations, marketing and corporate strategy.
To learn more, go to the Beacon Sales Advisors website, email Scott, or call directly: 978-881-4069.
Listen to a full North Fulton Business Radio interview with Scott here.
The “One Minute Interview” series is produced by John Ray and in the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link.
Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.
