This worked great for the companies that just needed that but pretty soon, I started encountering companies that needed so much more…
Some had either little, poor or no leadership.
Some had terrible marketing and lead qualification.
Some had either no sales system or a different “version of the truth” for each sales person that no one in management
had even the faintest idea about.
Some were full of people that hated each other.
And some had no sales management or mentoring in place what so ever
So here’s the thing…
You can have your team trained in the best sales skills in your entire industry but unless you have this other stuff in place guess what ?
Their efforts will be at best compromised and at worst totally undermined
So I’m going to list these 6 blockers and explain what I mean by them and then give you some ideas on how to address each one
1. Sales Skills
Ok we know what this is – this is what your sales team actually say to your existing and prospective client at the start and during the subsequent ongoing relationship – most, but by no means all, companies have an awareness of this need and have done (at least something) about it. And if you DO want to do something about sales skills in your business click here
2. Sales Systems
This is the order in which things happen in your prospective client’s journey to you. For example – the day before your client is visited by you or your sales person what do you do? Do you call them to confirm?Are they sent a video or a hard copy package as a pre-cursor to the visit ? do you some pre-selling before your guy gets there ?
Are they sent some information with testimonials ?
Important questions right ? but often ignored or not even thought about
3. Marketing Systems
How are your prospects found or how do they find you? are they cold called ? Are they referred ? do they opt in from your website? How then are they treated differently depending on what lead source they come from?
4. Sales Culture
This has a number of considerations but here’s a few… is there agreement within the team on how they will behave in the team ?
Are there acceptable and unacceptable business behaviors that everyone agrees to abide by or is it every man for himself?
5. Sales Management
Are your sales team actually trained, mentored and supported or is it a churn and burn mentality?
Is your sales manager a “competitor” to your sales team or is he a true advocate to their success ? If so, does he actually have coaching skills or is he simply a sales person who was promoted overnight to sales manager ?
6. Sales Leadership
What is being communicated in terms of the long term vision of the business ? How are your team meant to “see, hear and feel” the big picture ? Do your leaders lead by example or is there a double standard taking place ?
This is just a partial list of what needs to be looked at if you are to look holistically at growing sales within any organisation.
And so as you can see “sales skills” whilst being very important are literally the tip of the ice berg.
If you’d like me to take a look at your business and would value a fresh take on how you can take things up 2, 3 maybe another 10 levels on where you are at, drop me a note by simply clicking here
Subject to my availability, I’d be happy to give you some ideas on how you can turn some of these grey areas in your business around.
Look forward to hearing from you.
All the best