Why Too Many Sales Teams Are Underperforming
Here are the reasons why your sales teams are underperforming…….
After 30 years consulting, coaching, training to organisations around the Asia Pacific, this is what I have observed:
#1. Over 50% of sales teams are working with non-existent or weak, unstable sales systems.
#2. Another 20% are working in unproductive, sick, anemic work environments that sap the energy from the sales people.
#3. As a result, sales people aren’t happy, Sales Managers and Business Owners are stressed out and Customers get a substandard buying experience.
#4. That leads to lower conversion rates, lower average dollar sales, lower profit margins and lower repeat business and referrals.
If you’re serious about turning
these numbers around, you need to address TWO KEY AREAS:
#1. The Energy, Passion and Focus in your team.
A key timeless principle we have been teaching for the past 25 years in our Leadership and Management programmes is:
‘You Don’t Manage People, You Manage Energy.’
As a Business Owner, CEO, Manager, like Richard Branson or any other leader in business you admire,
you will and their personal energy and the environment they create aims to unleash the collective energy of their people.
To the degree you unleash and focus the energy is the degree you make progress.
Energy Propels Progress.
So how do you do it?
That’s why we are running the P2 seminar around Australia during 2016.
#2. Sales Systems Determines Sales Success
If you have weak, anemic sales systems, how can you expect A Grade results?
Too many Business Owners and Sales Managers work on the basis that ‘if they’re a nice person
or a good talker, they will be a good salesperson.’
Too many untrained salespeople confuse a transaction with a sales process.
The Sales Professional knows at any point in the sale where they are in the Sales Process.
The amateur just keeps talking and hoping…
Understanding the Science of the Successful Sales process then customising that Science to your business and your business values is a critical factor in today’s marketplace.
Your Sales Process absolutely must include and allow for Social Media and Digital Marketing.
Your Digital footprint needs to be managed so it positions you and your business before the Prospect calls you or you make contact with the prospect.
Shaping, tailoring, customising, systematising the Buying Experience so you get Quality – consistency, predictability and high value – will get you to the starting line in today’s market place.
Leaving it to chance or a quick 10 minute training for a new sales rep is not and never has been the answer.
Passion x Process = Performance
WANT MORE..on how to Optimise Your Sales Management and Sales Team