Andrew Min, a financial advisor and Wealth Management specialist at John Blake Financial Solutions.
Top 6 Blockers to Growing Sales In Company - John Blake - West Perth

Top 6 Blockers to Growing Sales In Company - John Blake - West PerthWhen I first started in this business 10 years ago the business was all about teaching sales skills

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 qualifications.

Some had either no sales system or a different “version of the truth” for each salesperson that no one in management
had even the faintest idea about.

Some were full of people who hated each other.

And some had no sales management or mentoring in place whatsoever

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 says 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. 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 salesperson 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 do 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 are 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

Is 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 salesperson 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 is 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 organization.

And so as you can see “sales skills” whilst being very important are literally the tip of the iceberg.

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,
John Blake

 

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