In 30 seconds
We conducted some internal research here at Barrett by collating and analysing all the sales issues that appear in briefs that we had taken from clients and prospects since 2018. We found that nearly 90% of the problems faced by businesses we have engaged with can be attributed to two crucial areas – inconsistency in sales standards and sales coaching, and lack of clear go-to-market sales strategy and compelling value propositions – Why Us.
In 2.5 minutes
As we approach the end of the financial year here in Australia and businesses are looking at where to invest their budgets for better returns, we thought you might be interested in an investigation we undertook of the sales issues and challenges presented in the many briefs we took from clients and prospects since 2018.
The findings reveal a compelling truth: nearly 90% of the problems faced by businesses we have engaged with can be attributed to two crucial areas – inconsistency in sales standards and sales coaching, and lack of clear go-to-market sales strategy and compelling value propositions – Why Us.
Outlined below are eight of the most prevalent issues we identified:
- Absence of any structured client-centric sales communication approach to have high-quality value-based client conversations and avoid unnecessary price discounting
- Lack of a clear go-to-market sales strategy at regional, national, state and local levels
- Poorly defined or no unique value propositions to clearly position Why Us
- Inconsistent approach to prospecting, selling and client engagement across sales teams
- Inconsistent sales leadership and management, and little or no coaching activities
- Inadequate and infrequent professional development opportunities for sales teams and leaders
- Inconsistent customer experiences leading to stagnant and variable Net Promoter Scores (NPS)
- Overall lack of clarity about what sales does within the organisation, resulting in confusion, miscommunication, wasted sales efforts, and inefficiencies
It’s worth noting that over this time, and through COVID, we have successfully collaborated with many clients, large and small, local and international, who have taken the lead to address these challenges head-on. They found by implementing a human-centred sales system, supported by appropriate standards, processes, development initiatives, and a change management plan, they have been able to quickly turn around their sales teams to achieve outstanding sales results even in challenging environments, leading to better employee and client retention, healthier margins, and enhanced reputations.
We invite you to explore some of these success stories by reading more here.
Remember, everybody lives by selling something.
Stories from the field
Since our workshop yesterday:
Steph sold 80-100hrs this morning with his customer.
Robert has followed up 3 or 4 leads and booked a number of customer meetings.
I sat in a meeting and did a WWW with a customer, got 3 Fs out.
Got another one in 30mins.
And it’s before 11 am.
A little confidence goes a long way eh.
I’ll need more delivery capacity…
Related topics
Audit Your Sales System to Sell Better Faster in FY 2023-24
What Are the Biggest Sales Issues & Opportunities for CEOs & Sales Leaders Today?
Boost Sales Leadership to Boost Sales
4 Tips to Turbocharge Your Sales
A year ago
Selling – A Powerful Agent for Change
Three years ago
Human-Centred Sales Operations – Being Businessworthy
New Article Email Notification