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
Tag Cloudaccount list management system Android appiontments Branding business development business model business models business problem business problems business problems solved business problems solver change closing deals cold relationships complex business problems CRM growth strategies growth stratgey how selling improve sales improving organizations improving performance improving sales improving sales performance inbound marketing innovation innovator innovators iPhone leadership development lead generation needs analysis new business appointments no-surprise proposal PMR recruitment sales Sales Strategy sell more slackers solve business problems solving business problems talent valid business reason valid busness reason
- May 2013
- April 2013
- March 2013
- February 2013
- January 2013
- December 2012
- November 2012
- October 2012
- September 2012
- August 2012
- July 2012
- June 2012
- May 2012
- April 2012
- March 2012
- February 2012
- January 2012
- December 2011
- November 2011
- October 2011
- September 2011
- August 2011
- July 2011
- May 2011
- March 2011
- February 2011
Subscribe by Email