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

9 restorative ways to tackle the confidence crisis

Salespeople...heck, any one of us, loses our mojo every now and then.    It’s part of the human condition. While it can signify introspection which is important as we make meaning and hopefully build greater self-awareness it can also signal a more permanent...

Quantity or quality?

Once upon a time in a land far far away sales managers everywhere were perplexed by the dichotomy they faced: sales teams who were hitting targets by having high activity rates at the expense of poor customer experience or leaving opportunity on the table.  Their...

Have you reached your limit yet?

Many of us have.  There is so much going on right now, it feels like “The Quickening” with life taking on a roller coaster type quality and speed....without the good thrills though.    If the last 2 years wasn’t enough for us, the torrential rain and floods in...

Curiosity is king

When we think of being curious, it’s easy to link that with questions...discovery.  But did you know that curiosity also dissolves tension, and ensures that an already fraught situation is more easily neutralised?  As a relationship building tool – customers,...

Inner strength

This morning I heard someone say that extreme self-reliance is actually a trauma response that prevents us asking for help.  It’s linked to early life trauma that tells the sufferer that asking anyone else for anything is dangerous: emotionally, physically,...

Purpose led teams

When it comes to elevating sales performance, it’s understandable why organisations look to the most cost-efficient methods that will deliver the greatest bang for buck.     Most organisations opt for initiatives like: Identifying new customer groups that...

Make 2022 Your Year

Regardless of what happens “out there”, 2022 is in your hands.    Success or failure.  Lessons or a loop.  Growth or stagnation.  Joy or suffering. Hit or miss.  It’s the way we approach the year that will make all of the difference, because when we’re aligned to...

Embracing Change

There’s a meme going around social media about 2022...something about this year being like the boyfriend who lets you down but you keep taking back because they promise to change?   I admit I had a bit of a chuckle to myself, not only because I’ve been there, but...

Take Time to Recharge

Well it’s been quite the 2 years, hasn’t it?    For many Australians, they’re more than eager for a decent break....a time to recuperate mentally, emotionally, physically even spiritually.  The toll of lockdowns, constant disruption to routines, home schooling...

Be the light that others run to

My cousin said this in our weekly Zoom chat.  She was referring to a friend who was that for her.    When we’re in the midst of darkness, we need direction.  We need a light to run to, don’t we?   Light of the soul, of the spirit.   Are we opening...