Consistent AND Effective

Sales teams must get into action now. 

 

Yesterday in fact. 
Waiting for the mythical “return to normal” has well and truly been debunked with further lockdowns, physical restrictions and extended travel restrictions across Australia.

But it’s different now.  It will be different for a very long time to come. 

One thing remains constant if sales teams are going to have success in an increasingly challenging customer market: the need to be consistent AND effective.

Because it’s not enough to be consistently average, consistently lazy or unprepared; nor is it acceptable to be effectively once a year and then cruise.  The combination of both has three key benefits:

  1. It builds a culture of high performance and a standard of sales operation
  2. It builds rigour and discipline with sales teams that impact what they do, how they do it and how often they do it with whom
  3. It underpins an ongoing positive impact to the sales pipeline

 

Because salespeople never truly pass go, it matters how well they engage with prospects, targets and customers as well as how often they engage with them.

How to be effective

Connect well

Develop skills to uncover what matters to your customer

Develop skills to connect your offer/product to the delivery of what matters to your customer by establishing relevance and value (this takes time, curiosity, genuine interest and a deeper customer relationship)

Plan your approach

Seek feedback and coaching about the execution of your planned approach

Commit to continuous improvement

 

How to be consistent

Map your opportunities in terms of progress to conversion in a simple spreadsheet

Seek input into the best way to progress an opportunity

Focus on the opportunities that are ready to close first, then progress those that are being developed and then on those opportunities where “need” must be ascertained

Build a contact program that matches high growth potential criteria so that you’re contacting those with the greatest growth potential most often, rather than those who complain the most, you like the most, are the neediest

Be on time every time

Call back when you say you will

Follow up and follow through

 

It’s a deadly combination, and gives sales people clarity of purpose and direction.  Leaders must provide the right coaching to drive this approach too.  Get support. 

I’ve said this before, but it’s true – it’s never mattered more.

 

 

View our other posts

Sales Teams Need Strong Leaders

In workplaces, schools, businesses, politics, communities we look to leaders for strength, truth, hope and a clear path forward.    This couldn’t be more important for businesses everywhere than it is right now.  The right leadership will rally teams together in...

Getting Back Up

How many times can a person be struck down before they just can’t bring themselves to get back up?  We each have a breaking point.    There are superhumans who have a well of inner resourcefulness they draw upon that keeps them internally strong when all about...

Truth

  We know when we hear it.  We sure know when we don’t.  Conveying it without brutality however, is a skill worth cultivating. It’s not acceptable to simply vomit truth bombs on others without any regard for that person’s feelings, experiences or context, and...

Courage

Have you ever woken up at 2am in a sweat?  Filled with anxiety and pacing the floor?  Have you walked around in your pjs in the wee small hours, looking into the fridge, not really knowing why, but hoping the answer will jump out yet at the same time, knowing it...

Have the conversation

The other day I had the privilege of witnessing a sales leader sharing a story with newer sales leaders about a difficult conversation he had early on in his career.    He was 3 weeks into the leaders role and the person he needed to “have the conversation” with...

Belief: what to do when your team doesn’t have it

You may already know that I work with a number of sales teams across a range of industries and regions.  From time to time I come across teams that don’t believe in either their product/service or that their target is possible to achieve.  It might be understandable. ...

When Fatigue Sets In

The great thing about 2020 is that it’s over.  Yes there are the echoes of lockdowns (sometimes actual ones), yes there are still people driving in their own cars wearing masks and yes there are still news reports of COVID lurking in waste water threatening to jump...

What the world needs now, is Trust, sweet Trust

The word “sales” can bring about associations with anything but trust.    For many of us, we’re swift to separate out the activities of selling and consulting, of providing service and sales, of connection and sales.  And here lies the opportunity for B2B sales...

Communicate with Impact

Like listening, we think that just because we open our mouths and words fall out that we know how to communicate.    We know how to get our message across.  As a facilitator, take it from me – I’m not seeing it.  Being able to speak so someone actually hears and...

Energy flows where intention goes

I’m not one for denying reality.    When it comes to a healthy emotional and mental outlook, accepting reality is a key component.  And as I write this, Victorian small business, in particular, has been assaulted with another lockdown on a weekend that many in...