Use our sales consulting resources to fix these performance issues now:
- The cost of winning a sale is too high or rising.
- Inaccurate sales forecasts are making it difficult to manage the business.
- Missed targets or opportunities are due to selling skills gaps.
Do you struggle with these challenges in your business or role?
If you need to overcome such issues, schedule an informal conversation with me now or call +44 1392 851500. I'll ask a few questions and then outline ways that others have resolved similar problems.
You will gain enough information to fix things yourself. If you don't have the time, use our sales consultants to help you bring about the necessary sales process and sales performance improvement.
When the Cost of Selling is too High:
Sales expenses are higher than planned, fewer salespeople achieve their target, and gross profit margins are squeezed.
When Sales Forecasts are Inaccurate:
Fulfilment may be delayed, customer service suffers, and managing cash flow becomes more difficult.
When there are Skills Gaps:
Sales opportunities are missed, account management is inconsistent, and customers are lost.
Sales Effectiveness or Enablement
What is the Difference?
Effectiveness is about stage by stage performance measurement and improvement.
We provide heads, hands, and tools to help managers and individuals measure and improve performance at every stage of the customers buying process.
Enablement is optimising the information, content, tools, and sales training that is provided to help salespeople position their offerings, establish credibility, communicate value, and win more business.
We help customers improve their content, tools, and value propositions and present them to sellers in a complete consistent kit.
Take deliberate action to increase sales results, improve business predictability and resolve issues. Use our sales consulting resources, services, and support to deliver your effectiveness and enablement initiatives.
Effective Sales Strategy
It is easy to separate good and bad strategy. Once the 'how' of a plan is set, the next actions should be obvious. If required actions aren't obvious, the strategy is not serving its purpose and should be renewed or revised.
Good strategy drives tactics. Few can afford the luxury of a bad plan. Drawing on diverse wells of experience, making the most of resources, and being just a little better has a disproportionate impact on results. Using outside services to resource strategic projects, returns on the investment.
Increase Sales Performance
When orders are slow the spotlight is quickly turned on salespeople and their selling skills yet their ability to perform is affected by their selling environment.
Initiatives to increase performance can be directed at three levels: The organisation, the leadership, and the individual.
What needs attention first? Improving the way things are done; improving forethought, strategy, planning, and communication, or developing individual competence in terms of knowledge, methods, and skills?
It is difficult to assess where to start and how to get results.
If working in the job is preventing work on the job, we can make a difference by providing temporary sales consulting resources, when you them.
The health of a company depends on performance matching expectations yet leaders and their people are often expected to accurately predict results of uncertain customer decisions.
Getting optimum results depends on managers defining reliable and repeatable systems for qualification, lead acquisition, and conversion. If a manager's time is fully committed, a sales consultant can bridge the gap.
Alignment of process, market insights, marketing resources, qualification, and execution all improve performance predictability.
In many organisations, management and leadership development is given much less attention than training courses for salespeople. Leaders are expected to know it all and deliver results with limited or no professional support. Use briefings to gain an edge.
Issues are best dealt with before they become problematic. In an ideal world, managers anticipate problems and difficulties and prevent their occurrence in advance rather than be on hand to repair the damage and police prevention policy.
Continuous informal assessment supported by periodic formal assessment offers the means to head off issues before they lead to poor performance. 'No problem can withstand the assault of sustained thinking', wrote Voltaire.
Yet thinking is the hard work that precedes success. Action without a plan is random and little better than planning without taking action. Planning in isolation risks narrow perspectives. Consulting sales experts, peers, a coach, or an adviser ensures consideration of wider viewpoints.
Sales Consultancy Resources
Many of our sales consultancy tools are free to use on this website. This includes a sales aptitude assessment and the three parts of the sales exam. In addition to the recruitment, development, and learning potential, our sales assessment provide a career qualification that is easily validated by potential employers.
The methods behind some of our sales consulting solutions are freely accessible and can be used for self-led initiatives. Methods published include, our facilitated enquiry, competency led learning, and success formula programmes.
Ask for more details or search this site for the sales improvement resources that you need.
If you need help to increase results, improve predictability, or resolve issues, hire a sales consultant to immediately expand resources. Our sales consulting services deliver specialist expertise and hands on people when you need them. Call +44 (0)1392 851500. Alternatively, use the contact form here or send an email to firstname.lastname@example.org for a prompt reply.
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