Elevate sales performance
Right behaviour, consistent action, better results
I love sales. I love salespeople. I’m proud to call myself one.
Sales people understand that their role is one of a few where performance is tracked and measured. Once an opportunity is won, the focus is on the next one.
They never really pass GO.
In my experience failure to reach, let alone smash sales targets comes down to 3 things:
Not enough activity
Bit of both
While the numbers don’t lie, evaluating performance by dashboard isn’t enough. You can’t be the best performer simply by doing drills, spending time in training and listening to motivational speeches. You need to be seen in action. That’s where the truth lies.
Anyone who speaks with a customer needs support to be effective. And those who aren’t “client facing” are probably supporting those who are. Developing a sales and service culture creates an engaged workforce that customers feel.
So, what would your clients say about your front line team? Would it depend on the person? The day? The situation? And how about others in the customer value chain: warehouse, credit/accounts, support? Is the experience consistent in a good way? That’s the real test.
For over 20 years I’ve worked with Australian and International companies just like yours to arm front line sales people and their sales leaders with programs, tools, skills, processes and new behaviours that work.
My approach is no cookie cutter, 7 steps to the sale, off the shelf one size fits all… You can’t simply wind up sales people like dolls and let them go and expect success.
In a world of smart technology our greatest competitive advantage will be how well our people engage, connect, question, influence, deliver, exceed expectations, and lead others. Customers crave human connection.
Shift the needle permanently.
Raise the stakes. Make the way your team engages with customers your best attraction, conversion and retention strategy yet.