If you have discovered a constraint involving your sales organization and you have unsuccessfully tried to improve productivity in this area, perhaps it is time for a different approach.
So, what’s the conventional approach?
Too often management employ a combination of the following tried and tired tactics to increase sales:
- Hound ‘em!
- Bribe ‘em!
- Send ‘em off to a “sales retreat”!
- Drop price and push, push, push!
- Point fingers at other parts of the organization!
So, what’s an alternative approach?
Here’s a formula to consider:
Sales Performance = Talent + Training + Tactics
The best solutions to a constraint involving your sales organization combine a jumpstart plan to deliver immediate results with a long-term plan to assure sustainability. The long-term plan must include the three fundamentals listed above (talent + training + tactics) and should be synchronized with the other functional areas of your organization (HR, IT, marketing, production, product development, fulfillment, finance).
You can learn more about this proven performance formula Why Sales Training Fails.
The Center for Sales Strategy family of clients:
Here are some improving sales performance tips you might enjoy:
New business prospects are busy people. Rarely do busy people spend time with people they don’t know. Plus, busy people do not have time to invest in cold relationships—so the ball is in the seller’s court to warm things up a bit (read more)
Most sellers would agree with this statement: I could sell more if I had more appointments with qualified buyers. Many sellers still rely on the old school approach of finding their own leads via ongoing prospecting and cold calling (read more)
The end of the year is coming, and so is the improving sales performance cliff. What you do today will make or break your 2013 performance and determine if you go over the cliff (or not). Here’s a list of things to consider (read more)Subscribe to kurtsima5
Feel free to contact me with questions.
Connect & ShareKurt Sima VP/Sr. Consultant at The Center for Sales Strategy
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