Common Problems we help you fix

Are any of these a concern for your organisation at present?

1. Sales Strategy & Process issues

• Future business direction not understood by staff
• Difficulty translating business strategy into frontline tactical action & performance
• Need to migrate team from reactive customer service culture to proactive sales and service culture
• Sales activities not aligned to current strategy or sales targets
• Little or no account management strategy
• Wrong sales approaches being taken to market e.g. product versus solution selling
• Other departments sabotaging sales efforts
• Poor or no ROI on previous sales & service training investments
• Unsure how to 'performance manage' problem sales & service people
• Can manage process/results, unsure on how to get the best out of sales people
• Too much time managing people who produce too few results

2.   Sales & Service People issues

• Sales people making more excuses than sales
• Customers being lost to competitors
• Low profitability - sales people giving away margins
• Sales people not closing sales due to ineffective sales calls & poor skills
• Not prospecting for new business in new &/or existing accounts
• Sales budgets/targets not being met or plateau in sales production
• Team of professional 'visitors' not professional sales people
• Friction among team members affecting team & business performance
• Need to improve selection methods &/or quality of sales & service recruits
• Talented staff leaving unexpectedly or losing them to competitors
• High turnover of sales & service staff affecting retention of staff and clients
• Sales people not targeting decision makers

Sales Effectiveness Checklist:

1. Strategy & Process

• Sales strategy translated into a tactical  sales plan
• Customer buyer preferences, patterns & behaviours identified
• Sales models & sales methodology for current & future business needs
• Sales structures in line with business growth strategy
• Infield sales coaching & management methodologies
• Support structures, systems & back room functions & how effectively they support the sales effort
• Business Culture (is it conducive towards sales performance?)
• Key Results Areas & Key Performance Indicators
• Accountable & transparent Performance Models

2.   People

• Job descriptions & competencies linked to company performance & sales growth strategies
• Training Programs & Performance Appraisals based on sales competencies; behaviours & skills
• Training gap analysis against sales competencies
• Benchmarks defined for “best practice ” sales-performance model
• Integrated Scientific Selection Process used to select the “right” sales individuals & teams
• Sales training programs use interval training & discovery learning techniques & demonstrate ROI
• Integrated Sales Management model
• Retention strategies for Key Sales Talent & Succession plans
• Reward & Recognition programs for sales people