Topline Sales Principles
Time Kills Deals
When a customer is excited and is a good fit, don't miss the opportunity to close the deal. One day, one week—everything can change, and you can waste all the time spend with that customer because of something out of your control
We Don't Close Bad Deals
Sometimes doing the hard thing means saying no to a customer if it's not a good fit. It is never worth it personally or financially to close a bad deal and never hesitate to ask if in doubt.
Autonomy and Agency
You don't need permission to try a new closing tactic, discount, or any other strategy if it meets the criteria of obviously being good for the customer AND good for Topline. Ask if in doubt, but if not, go for it!
Active Listening/Understand the WHY
Nothing builds trust and community more than actively listening, being able to clearly understand the customer's business, clarifying and confirming if needed. Dig deep and understand why a customer is asking for something, not just taking what they say at face value and moving on.
Don't Be a Feature Lister
Yes, our software is great, but nobody wants to hear and be overwhelmed by every single feature we have. Instead, use active listening skills and hone in on the specific things they need! You can always send a full list of features to review after the call.
Honesty and Transparency Build Trust
People buy from people they like and trust.
Topline Values in Sales
1. Meritocracy
Performance-Based Recognition: Sales achievements are acknowledged and rewarded based on performance metrics, ensuring fairness and motivation for all team members.
Transparent Evaluation: Maintain a transparent evaluation process where sales contributions are measured and visible to the entire team.
Continuous Improvement: Encourage sales professionals to continuously improve their skills and knowledge to rise within the meritocratic system.
2. Unlocking Human Potential
Empowering Growth: Provide sales team members with the tools and resources they need to develop their skills and excel in their roles.
Personalized Development: Support individualized career growth paths, recognizing and nurturing unique talents within the sales team.
Showcasing Excellence: Encourage sales professionals to leverage their strengths and showcase their achievements both internally and externally.
3. Community Matters
Team Collaboration: Foster a collaborative environment where sales team members support each other and share knowledge and strategies.
Building Connections: Promote building strong relationships with clients and colleagues, emphasizing the importance of community and networking.
Recognition and Support: Ensure every team member feels recognized and supported, contributing to a positive and inclusive sales culture.
4. Walk the Talk
Using Our Tools: Ensure the sales team uses Topline tools and platforms in their daily activities, demonstrating their effectiveness and setting an example for clients.
Leading by Example: Encourage sales leaders to embody the values and practices they promote, serving as role models for the team.
Consistency in Action: Maintain consistency between what we advocate and what we practice in all sales activities.
5. Do the Hard Thing, The Right Way, Right Away
Proactive Problem-Solving: Encourage the sales team to anticipate challenges and address them proactively before they escalate.
Embracing Tough Conversations: Promote a culture where difficult conversations are handled with honesty and respect, aiming for constructive outcomes.
Swift Action: Prioritize taking the right actions promptly, ensuring issues are resolved efficiently and ethically.
6. Radical Candor
Application in Sales:
Honest Feedback: Cultivate an environment where sales professionals feel comfortable giving and receiving honest feedback.
Transparent Communication: Maintain open lines of communication, ensuring everyone is aware of expectations and performance standards.
Continuous Growth: Use candid feedback as a tool for continuous improvement, helping sales team members grow and succeed.
