All sales managers I have spoken with recently seem to be struggling to get more sales and profits out of their staff. This is a severe problem for sales managers with ambitious goals.
Sales teams continue to suffer from slow growth as they are still unable to make sales. Organizations also continue to hold on to cash. Many are still searching for the “magic bullet” or, in modern times, the “killer app” that will increase sales profits. While many are unsure where “the secret” is, it may be right in front of them.
Innovation is a critical component of any economic recovery. These transitions are necessary for many sales organizations. Organizations had to fire many of their non-productive sales staff due to the recent recession. Attrition forced those who did not achieve their goals to quit. This does not diminish the fact that there are still some underachievers.
Managers continue to search for new talent and staff, but there is an urgent need to look within to identify sales processes that are causing sales team problems. They are often not known and not easily identified by many. Here is a quick look at the applications that can be killing your sales performance.
Today’s selling requires that you look more closely at the value organizations offer clients. This term is often used in a way that’s similar to “guerrilla” in the late 1980s, but it is crucial for sales professionals to be focused on the value they offer. Selling professionals must be able to communicate a message that is appealing to clients and helps them manifest their brand. Organizations need to strategize. This will be made more accessible by audio logs and value propositions. Don’t forget the Elevator Speeches and help the team to articulate value.
I was just sitting at my desk, writing this post, when I received two cold calls. These are transactional methods that don’t work today. In today’s world of too many distractions, consumers are too busy. They are active and won’t respond to cold calls from people “pitching” their products or services. Transform your sales team to be less transactional and encourage them to build customer-centered relationships.
3. True Buyer
While we all know how important it is to negotiate with decision-makers, are sales professionals actually speaking with the right person? Over 86% of sales reps spend a lot of time with gatekeepers. Sales managers must ensure that sales representatives spend less time with their subordinates. Because they manage the budget, understand the goals and see how your services fit into the firm’s strategy, sales teams should only spend time with economic buyers.
4. Working with professionals who don’t know how to greet customers is the single most serious problem for sales managers. Like an athlete who must practice before competing, sales professionals need to do their research and homework to ensure they are prepared to answer any questions. They also need to have a script to communicate value. Sales performance will be affected if there is no content.
Some sales managers don’t know how to use their talents. Over the years, I’ve been asked numerous times about how to be a successful sales representative. Today’s clients are looking for highly persuasive, gregarious individuals. The clients are the key to your behavior. There are two aspects to behavior: assertiveness and persuasiveness. Selling professionals who are good communicators and can work under pressure are considered to be great. Persuasion is a valuable skill, but it can sometimes be detrimental if you are too persuasive and end up “pitching” products. Sales managers must only look for talent who understands the products and can communicate value. They also need to be assertive enough in order to attract potential clients. To determine if your team has the right people, look at them.
6. Not having the need
Sales professionals can endanger their careers and future businesses if they are unable to establish a market. Excellent questioning skills are the only way to discover the condition. These questions should be based on the client’s objectives, the measures to measure success, and the company’s value. These questions should be written. Only genuine buyers will be able to answer these questions. The selling professional who can guide the buyer in the right direction is key to your success.
Buyers and sellers are both extremely busy in today’s crazy marketplace. This brings up the question of what is a priority. The actual sale must be the priority of the buyer if sellers wish to close business. If buyers don’t see the focus, it is a sign that the seller has failed in their efforts to create value and meet client goals. Every seller must clearly communicate the concentrate to buyers. Otherwise, the sales cycle will be very long, and everything else will take precedence.
Today’s selling requires innovative ideas that are similar to many technological tools. It is essential to work smarter, not harder. To reduce the cycle time and improve performance, you must be focused on customer value.