assess-your-sales-operations

5 minutes to assess your sales operations

By / / Assessments, Blog, Business Growth, Sales Benchmarking, Sales Consulting, Sales Culture, Sales Growth, Sales Operations, Sales performance

Sales operations are complex systems with many moving parts. So, when we are not getting the sales results that we expect, it’s easy to misdiagnose the cause (or causes) of the problem.

Traditionally, sales leaders, and sometimes Learning and Development professionals, equate poor sales performance to lack of skill and/or will within the sales team and so the obvious solution is sales training. However, more often than not, lack of sales skill and/or will is only part of the problem.

Here are the most common issues we find in sales operations that negatively affect sales results:

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Why your company needs a Sales Strategy & Operations Audit NOW

By / / Assessments, Blog, Case study, Role Clarity, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Market Segmentation, Sales Strategy, Sales System, Strategy

Despite the pandemic it looks like the GDP will be off the Richter Scale in Australia in 2022. So how will businesses set themselves up to navigate the sales growth opportunities?

The answer: Conduct a Sales Strategy & Operations Audit.  

However, sales strategy is too often neglected, and it can be the difference between business failure and profitability.

For example, in December 2017, I met with the newly appointed Executive GM of a $4B publicly listed company operating in an essential wholesale and distribution channel. The business was in a whole world of pain including sales and share price …

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Selling Better, Faster – Total Sales Team Turnaround

By / / Case study, Optimism, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Strategy, Sales Training, sales-process-map, Selling Better, Strategy, Success, Systems Thinking

I’m feeling elated and vindicated yet again.

I’m feeling very optimistic about the future of sales systems and sales stewardship.

Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager  discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:

  • Sales are up 8% and steadily …

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Check the ‘Sales Fitness’ of your Sales System

By / / Sales Benchmarking, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Strategy, Systems Thinking

For those people who have been reading my work for some time know that in order to achieve peak sales fitness, now and in the long term, I advocate that business and sales leaders and their sales teams need to adopt a Systems approach to sales operational excellence in order to sell better, deliver competitive sales strategies that work, find new uncontested markets and at the same time minimising execution risk on the ground.

My persistence in promoting and advocating for a Systems approach to sales excellence is deliberate on every level because if we want to stay in business and …

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What are the biggest sales issues & opportunities for CEOs & Sales Leaders today?

By / / Attitudes & Behaviours, Business Acumen, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Strategy, Strategy

Since late 2014, we have been rolling out the Sales Strategy & Operations Audit working with a wide range of businesses across industries in the public, private, and N4P sectors to help them sell better.

In 2017, we compiled the Barrett Sales Strategy & Operations Benchmark Report for 2015-2017 based on over 20 companies and found several trends emerging that are relevant across businesses and industries. We are also seeing this across many other businesses with or without the audit.

Here is what we found:

The biggest sales issues facing CEOs & Sales Leaders today:

  • Average or below average: Every business …

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    The power of Sales Process Maps to deliver best sales practice

    By / / Coaching, Education in Sales, Sales Benchmarking, Sales Coaching, Sales Leadership, Sales Management, Sales Process Maps, Sales Talent

    Most new salespeople are thrown in the deep end when it comes to sales induction.

    “Here go out with Josephine, our best sales person and be like her.”

    Most salespeople, in general, are given no articulated sales process which means there’s nothing specific to be coached or trained to or to follow.

    In sales teams we often have the blind leading the blind when it comes to achieving sales best practice.

    Why? Because most businesses do not have an articulated sales process map(s) for their salespeople to follow. They treat selling as an action not as a profession with clearly defined …

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