sales-process-helps-your-sales-team-sell-better-faster

Sales Process – A roadmap to sales success

By / / Blog, Customer experience, Sales Process Maps, Success

Imagine navigating through a big city without a roadmap or a sat nav system. If you’re lucky and have experience (aka a history of trial and error), or are good at recognising landmarks, you may work out a preferred route, but it may not be the best or fastest route you can take. If you are new to the city or to driving, or if your favourite route is blocked your journey may be more unpredictable, more time consuming, more frustrating, and random.

A sales process provides the same kind of orientation and direction that a navigation system does. It …

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What is your top sales concern in 2022?

By / / Attitudes & Behaviours, Blog, Communication, Remote selling, Sales Culture, Sales Process Maps, Sales Relationships, Sales Tips

In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis.

At that time, having conversations with business leaders across Australia and internationally, we found the following 11 ‘cracks’ as the most common to have appeared in their sales systems:

  • CRM – The lack of quality and accuracy of customer data
  • No Sales Strategy – zip, nothing, zero
  • A reactive and short-term approach to sales
  • No proactive prospecting activity, capability, and discipline
  • Lack of support and training for sales team to help them keep selling while at different stages of lockdown
  • An overreliance on networking events to get …

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    How a Sales Process helps your sales team sell better, faster

    By / / Blog, Role Clarity, Sales Process Maps, Sales Tips, sales-process-map

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    The most current and effective iteration of the modern sales profession has been around for the last 15-20 years i.e. client centric solution selling, and yet, most salespeople still learn how to sell by default, not design.

    The perpetual whinging by various CEOs and sales leaders of ‘Why can’t my average sales performers be like my top performers?’ or ‘It takes too long to get my new …

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    Using ‘Intelligent Practice’ to enhance Sales Mastery & Results

    By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Coaching, Sales performance, Sales Process Maps, Sales Results, Sales Skills, Sales Tips, Sales Training

    In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance.

    Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in and out of sales meetings as quickly as possible, doing the bare minimum with CRM and reporting, with little or no time for reflection or developing mastery in their core capabilities seems to be the lot of many sales teams today.

    When we rush through tasks, client …

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    What does Selling Better mean to sales team’s retention rates?

    By / / Attitudes & Behaviours, Customer Service, Education in Sales, Sales Driven Organisations, Sales Essentials, Sales Process Maps, Sales Strategy, Selling Better, Uncategorized

    What do you make of this statistic?

    The average tenure of a sales representative across Europe and USA is currently 15 months.

    Ouch!

    There are other stats that also show the average staff turnover can be anything around 25-50% per annum, or more in some cases.  Some call centres experience turnover rates of over 70% per annum.

    These statistics are alarming because the costs associated with poor engagement and high staff turnover are monumental and can manifest in many ways including decline in sales, poor customer service, loss of reputation leading to more loss of customers and employees, and impaired recruitment. If not addressed, …

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    Get more sales by aligning your sales process to the buying process

    By / / Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Process Maps, Sales Results

    In the classic Bill Murray movie Caddyshack, he tries in vain to catch a gopher (rodent) ruining the golf course. Eventually, it occurs to him that “in order to catch a gopher, you have to think like one…” It was a good movie, with good advice from Murray. And it is good advice for salespeople who want to “catch” customers: they need to think like their customers.

    What this means is that salespeople have to go about learning and understanding how customers buy. Salespeople know, at all times, where their prospects are in their sales cycle. The problem is that they …

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    Don’t die wondering, the real secret to sales success – Part I of II: the business

    By / / Attitudes & Behaviours, Innovation, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Pioneer, Sales Process Maps, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Strategy, Success

    I know, I know, I know.

    How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed?

    Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits and pieces of advice that are ok but they are not coordinated in a manner that you can manage and move forward with them.

    Like the diet and wellness industries, you could spend a lifetime trying to work out what you should do to improve your chances at …

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    Sales Trend 9 – Learning Agility

    By / / Attitudes & Behaviours, Sales Management, Sales Process Maps, Sales Skills, Sales Training, Sales Trends

    Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to simplify things for their clients.

    Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients (e.g. lower prices, discounts) and the organisations these salespeople are representing (higher prices, better margins) together. In that capacity, they have to be skilled as mediators, translators, and problem solvers.

    Currently, a very different polarity is demanding attention from salespeople as well as sales managers …

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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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