Helping people and businesses sell better
 

big Jigsaw puzzleExcellence is in the details.

If you want to understand or more clearly articulate what it takes to run an effective fully functioning sales operation that has at its heart a strategic sales force then you need to take a holistic view and examine the many parts that make for having a highly effective sustainable sales operation.

Leading and operating an effective and efficient sales operation in today's world is complex. There is no running away from that. You need to know where to start and how to think about your sales operational effectiveness before you act.

Here are some common sales operation problems.

Which ones are relevant to you right now?

 

Responding to Changing Market Conditions & Increased Competition

  • Is your sales strategy outdated and not delivering the returns it once did?
  • Do your salespeople and leaders know what their real purpose is?
  • Are your sales leaders and sales people reacting to market challenges and changes by discounting prices to win business?
  • Are your salespeople losing clients to competitors and unable to say 'why'?
  • Are your salespeople too reactive or lacking focus thus missing new market opportunities?
  • Are your sales people hitting the wrong client targets or market segments?
  • Are your key accounts managers losing strategic accounts to alternative offerings outside your scope?
  • Are your products/services being replaced by disruptive technologies?
  • Is your brand equity losing currency with clients and markets?
  • Do your sales people and leaders struggle with articulating the real value they offer clients?

Lifting Sales Productivity, Performance & Morale

  • Can your salespeople articulate the company's sales strategy, goals and vision and translate it into their own operational sales plan?
  • Is there a plateau in sales productivity despite training initiatives?
  • Do you suspect you have a team of professional sales visitors rather than a team of sales professionals?
  • Are your sales people making more excuses than sales? i.e. always waiting for the right time to call...
  • Are your sales people limited to talking product features and benefits instead of discussing business issues, real value, and viable solutions?
  • Do you salespeople have an ad hoc /reactive sales approach – they follow no logical sales processes that can be taught to new sales people?
  • Do you suspect that you salespeople are not prospecting for new business in new or existing accounts, instead they are just taking orders?
  • Is your sales team struggling to meet sales budgets/targets despite KPI's and lots of 'sales effort'?
  • Are some of your salespeople too busy having a 'chat' and making friends with clients instead of making sales?
  • Are your salespeople's interviewing, listening & problem solving skills causing them to lose sales?
  • Do your salespeople lack the business acumen to have real business conversations of value with their clients?

Inspiring Sales Leadership

  • Do your salespeople know WHY? you are in business and what the organistion is trying to achieve?
  • Are your sales managers behaving as 'super salesmen' instead of leading and giving the strategic direction the sales team needs?
  • Are talented sales staff leaving unexpectedly?
  • Are your sales leaders spending too much time managing salespeople who produce too few results?
  • Are sales coaching sessions limited to 'informal chats' and lack any form of context or relevant sales content?
  • Are your sales managers managing from behind a desk rather than leading sales effectiveness from the field?
  • Is poor sales budgeting and forecasting letting your business down?

Creating a Sales Driven Culture across the Business Value Chain

  • Does your business really care about its customers?
  • Is internal competition or silo mentalities affecting the sales team's external sales performance?
  • Is your business stuck in a reactive, passive customer service approach?
  • Do individuals or teams across your business value chain struggle to answer "Why us?" and articulate 'how we help clients'?
  • Do your internal teams really understand what your sales team is trying to achieve?
  • Do you have misalignment between departments leading to confusion and lost productivity?
  • Do you have a business culture that believes "We don't have to sell"?
  • Are any other departments sabotaging your sales efforts?
  • Are people resistant to change thus stifling innovation/ service/ sales/ results?

Defining, Hiring & Developing Sales People who Can Sell

  • Do your new sales recruits take too long to get up to speed and earn?
  • Do you know what GOOD sales performance needs to look like and how to recruit for it?
  • Are you finding that your sales roles not aligning to strategy and are leading to poor execution and poor results?
  • Are you hiring salespeople who sell themselves well in interview but fail to deliver results?
  • Is a high turnover of sales or service staff affecting retention of other staff and clients?
  • Did you find that your last sales training event didn't change anything and was a waste of time and money?
  • Are your sales training initiatives limited to Product/ 'Motivational' sessions?

 

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  • Outcomes you can achieve by working with Barrett:
  • Barrett's Portfolio of Consulting Services
  • lift business performance by designing the sales culture and business culture
  • design your ideal sales force
  • create a healthy,  productive, high performing sales team
  • embed more sustainable business practices that grow revenue
  • refresh your thinking, ideas, actions and results
  • develop career paths and succession planning
  • define clear performance expectations and more accountable performance management

Barrett's extensive portfolio of experience, skills and knowledge in the sales environment covers every aspect of all forms of selling, customer relationship and sales management, including...

  • Sales strategy consulting & development
  • Sales leadership mentoring
  • Sales force design and blueprints for development and selection
  • Sales leadership psychometric assessments for selection & development
  • Sales & customer perception research and mapping
  • Barrett also has a full suite of training modules & programs across the sales, service & sales leadership spectrum
  • Barrett Sales Blog
  • Barrett Videos
  • Testimonials - Clients
Go to the Sales Blog to see more articles.
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A Semi-Government organisation
Our team worked closely with Barrett's at a time when the market place in which we operate had become increasingly competitive, and as a result our sales team could no longer rely on our strong brand and passive referrals for new business. Leading up to the program our entire sales team completed an assessment to gauge sales prospecting fitness, with the team provided with individualised reports during the program to illustrate suggested strengths and potential weaknesses highlighting areas for development. This included a discussion on mindset around the sales process.Our three day course was introduced to our Regional General Managers on the first day with some specialised coaching training so that we could follow up one-on-one with the sales team once the program was completed. To enable this we were armed with practical tools provided by Barrett's to assist this coaching process, to ensure we could respond to the needs of each member of our sales team. The program itself illustrated the changes that had taken place in the sales process over time, and provided information and action plans as to developing an increasingly successful sales environment within our organisation. We looked at the overall prospecting process including goal setting, lead generation and review.Prior to our work with Barrett's the sales team had accepted a huge challenge to talk to 1000 new prospects over a short timeframe, and initially we heard any number of barriers and excuses as to why this would not be possible, however with the practical lessons gained from Sue, our 25-strong sales team put into practice the learnings from the course, and with the confidence gained we successfully hit the target, with time to spare. Working with a limited timeframe the sales team were able to focus their energy on the prospecting process, and successfully generated a pipeline of enquiries to follow up over the following period.This great result has provided a great deal of motivation for the sales team, and we are confidently looking forward to a productive prospecting future. Thanks Sue and the team at Barrett's for your support.
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