Introducing Sales Improvement that Delivers Sustainable Results
Perhaps your organisation (large or small) is suffering from some of the following issues:
- Lost sales
- Low conversion of prospects to sales
- Low customer retention
- Poor business growth
- Failed marketing
- Poor communication
- Limited improvement after training your sales team
- Damaging attitudes amongst workforce
StrategA can help you solve these problems which means your sales will increase.
Click here to learn more about how StrategA can help you solve these problems
Symptoms of a failing sales team
The issues listed above are symptoms of a greater problem. Unless you address the underlying problem, your circumstances will get worse. Sales are the livelihood of any business, so you cannot afford to ignore this issue otherwise it will cost you the business.
3 essential components to solve the underlying problem
It is widely regarded that the 2 most important competencies for a sales professional are Questioning Skills and Listening Skills. Learning these skills does not immediately mean that your sales team will use them, therefore focusing training on these skills alone is NOT enough.
A skill on it's own without the supporting attitude (the willingness to do a good job, therefore to use the skill well) and the necessary strategy (the purpose behind what you are doing) will not generate an ongoing increase in sales.
In order to transform a competent sales professional into an effective sales professional, you need the 2 extra components: the right attitude and the right strategy.
Listening skills alone deliver little. They are significantly strengthened when the person is attentive (an attitude). Someone can be listening, but not always paying attention. Many people listen out of politeness, thinking about what they want to say, waiting for that moment, the opportunity to make their point.
Consider the sales professional that does not pay attention. In won't be long before they miss the reason that the prospect will buy from them, hence a lost sale. The same issue stands with questioning skills. Each question requires clarity (strategy and purpose) and objectivity (attitude and motivation).
Imagine a stool with 3 legs. Remove any leg and the stool no longer functions effectively. Sales performance improvement operates in the same way. Sales professionals need to understand a sales strategy, they must have the right attitude and the relevant skills.
3 Essential Components
Strategy - Having a clear understanding enables the sales team to do the job purposefully - a "reason to" mindset.
Attitudes - Having the right attitude prompts the sales team to do the job enthusiastically - a "want to" mindset.
Skills - Having the relevant skills enables the sales team to do the job proficiently - a "can do" mindset.
5 Areas for Improvement
Prospecting - Identifying the prospects and generating new leads.
Relationships - Keeping in touch and developing the relationship.
Execution - Demonstrating the benefits and closing the sale.
Administration - Fulfilling the order and delivering quality service.
Strategy - Understanding the Strategy and promoting cohesion.
Many sales professionals are competent, but few are effective. Having all 3 components provides the means for your sales professionals to do their job even more effectively.
Learn more
Learn how StrategA can improve your sales process: Increase your sales.
What Next
Take advantage of a Government backed funding scheme to increase your sales.
Jason Rainbird
Sales Manager - Fileder
