CEOs and business owners are constantly looking for ways to improve sales performance. The never ending need to turnaround flat sales is more critical today than ever.
Below are 12 ways to address sales performance and increase sales.
- You, the CEO, are the only one that truly understands your Sales Goals and Sales Compensation Plan. Review your Sales Goals at least monthly at your weekly sales meetings, and motivate your sales team at least quarterly by highlighting the upside of your Sales Comp Plan as a key factor in improving sales performance.
- If your sales training is haphazard, inconsistent or seldom, find out how many salespeople can describe the steps in your sales process or perform a discovery meeting effectively on a consistent basis. Sales skills must be at the center of your sales team's culture and training.
- You don't take the time to learn how to improve sales when you lose out on a sales prospect. Also, you don't take time to learn something when you win a sale. That knowledge is power. You need that information if you expect to improve your sales performance. Take five minutes at sales meetings to recap lost and won sales opportunities.
- You wanted higher sales activity and now your sales pipeline is packed with unqualified prospects that will never buy. Train your team to seek out qualified prospects with a need, urgency and a budget. By focusing on qualified prospects, you will increase sales substantially.
- Due to cuts in customer service or administrative support, salespeople spend too much time on customer service issues and not enough time selling new accounts. Sales will increase when your salespeople focus their time on doing what they do best...sell.
- You are focused on the weekly number of sales calls when you need to focus on all the metrics: daily sales calls, weekly appointments, monthly proposal presentations and sales goals vs. actual sales. Holding your salespeople accountable is a critical driver of sales. Focus on the above and close rate and you'll increase sales performance.
- No one can recite the Elevator Pitch you spent months developing. And inconsistencies in each salesperson's discovery meeting process, sales presentations, proposal presentations and closings are costing you big. Role play at sales meetings on a regular basis to perfect the sales process and results.
- In your on-going training at sales meetings, the sales team was never supplied with sharp answers to the most common sales objections they face every day. Overcoming objections can be the crown jewel of closing sales, so cover these in your sales meetings and after prospect closing meetings.
- You never hired an outside sales trainer/consultant. Since there isn't any new material, you now only train "new hires" and even new hires don't have the training or sales goals to optimize results. Improve sales by providing professional sales training to all sales reps.
- It's been too long since a salesperson asked for a referral from a client or prospect and your lack of tracking referrals has left you in the dark. Referrals improve sales and reduce the sales cycle.
- You don't have a list of customers with references provided. Make sure your sales team has all the necessary tools to maximize sales.
- Salespeople improperly or inconsistently use your CRM prospecting database and sales opportunities are slipping through the cracks with reduced tracking, reporting and accountability. Train your sales team to properly use your CRM to improve sales dramatically.
Sales success always goes to the team with the best training and sales skills. CEO Advisor provides professional sales training, CRM training, goal setting and optimizes sales results. Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today for a no cost, no obligation meeting at your office at (949) 629-2520 or email MHartsell@CEOAdvisor.com.