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Sales Tips Tip 1: Driving a Sales Team Towards Productivity Part I Tip 2: The Four Major Mistakes that Lead Good Businesses to the Sales Plateau Tip 3: Has This Flat Economy Finally Got Your Attention? Tip 1: Driving a Sales Team Towards Productivity Part I Many believe that organizations actually have a Culture, when in fact what they have in place is Corporate Behavior. Behavior is how we act and react when buying, selling, managing, or being managed. Do you tend to "manage established accounts" or develop new ones? Do you tend to over "service" or over sell? Is your focus on quality or driving the corporate bottom line? Most people don't realize that the sales culture adopted within an organization is actually built upon the beliefs and routines of those who drive the company. If you happen to be a Business Owner, President, CEO or Sales Manager, then that would be you…please read on. Do you believe in solidifying established relationships or develop new ones? This can, in a down economy be the difference between reaching a sales plateau or achieving real growth. In a down or negative economy established relationships, although you may rely on them for continued business, also feel the pinch of the economy. Jobs awarded may be far and few in between, and the jobs you get are often less than what you hoped for resulting in lagging sales. With that understanding, you have infused both good and bad practices. These practices (Corporate Culture) generally come from three different areas.
Have you identified areas of inefficiency in your company? If these concerns have been consistent and constant this is simply acceptance of the problem. Resolve these issues today, Presidents and Business Owners, take our complimentary CEO Diagnostic at: http://www.peakperformancesalestraining.com/ceo-diagnostic.php to uncover the gaps in sales and sales management inefficiency that create anchors to your success and growth. Your Success: Your past success can and often does become your future anchors. We all consciously or subconsciously attempt to duplicate past success by relying on what used to work. We rely on doing more of what used to work for less. Everything around us has changed. Economic conditions have changed, market conditions have changed and the way buyers are buying have changed dramatically. However as human being we are habitual, meaning that our beliefs convert into habits and our habits ultimately form our routines. Opposed to changing our viewpoint and sales approach we simply rely on doing more of what used to work. . .for less. Brilliant isn't it! More advertising and marketing, more hiring and firing, more sales meetings, all quite often for less! Your behavior: What you believe is the most effective thing to do, unfortunately is not always the most productive thing to do. Unfortunately however it is your viewpoint and mindset that drives behavior. Behavior meaning what you do on a day to day basis to generate business. Do you tend to rely on your Rolodex and networking for business, or do you aggressively attack the phones relying on prospecting and front line combat style selling to generate new business? Many service related companies find themselves between a rock and a hard place today based on their beliefs and subsequent behavior. Often their base business is built followed by the most effective excuse a sales person can provide. And that is that they are so busy servicing and filling potential new orders, that they have no time to prospect for new business. This dilemma is often the root cause of what we refer to as the sales plateau. Does your sales team have a uniform system of selling? Does your company have a playbook in regards to sales? The first step is to identify which roadblocks are most common and constant in your business. Below is a link to our design program form. By completing this form below, you will take one step closer towards identifying the real root cause of the sales symptoms that negatively impact sales productivity. Visit http://peakperformancesalestraining.com/designprogram.php Tip 2: The Four Major Mistakes that Lead Good Businesses to the Sales Plateau Why do Business Leaders often find their Efforts Lead their Companies to Sales the Plateau? Presidents, Business Owners and CEO’s all have good intent - In fact we all do what we do because we believe that it’s the right thing to do. Unfortunately the choices we make are not always the most effective courses of action. Sales ineffectiveness and pipeline bottlenecks ultimately create a situation where you work harder and longer yet your company fails to gain real traction. This in turn results with the organization being stuck on a sales plateau. Presidents and Business Owners, take our complimentary CEO Diagnostic at: http://peakperformancesalestraining.com/ceo-diagnostic.php to uncover the gaps in sales and sales management inefficiency that create anchors to your success and growth. CEOs and Business Owners also fall Victim to Common Management Traps Opposed to dealing with the real root cause of sales ineffectiveness - which leads to bloated pipelines and complacency in the sales team - Business Owners instead fall victim to a series of common mistakes. This does not occur because management intends to sabotage the company but because many at the top fall prey to several common issues.
For more on modifying sales routines, implementing sales criteria/process and attitudinal training contact Peak Performance today at 1-866-515-0794. Hoping your team will change is not an option. Visit: http://peakperformancesalestraining.com/designprogram.php When faced with Lack of Growth the CEO often resorts to the following self-destructive Strategies: Mistake #1: They impact their margins by adding to their sales team opposed to solidifying their existing team currently under-performing. To add to ineffectiveness, they rely on past lackluster hiring criteria in order to increase the number of feet on the street. Mistake #2: They again negatively impact their margins by investing into more advertising and marketing campaigns instead of dealing with the problem of poor qualifying, poor closing skills, and poor follow up on leads previously developed. In effect they spend more to get more leads to have more opportunities to close less business! Mistake #3: They rely on the optimism inherent in most sales people or on their gut feel regarding a sales candidate opposed to an objectively created system and structure. The goal is not to rely on hope that new rainmakers will simply appear, again at a significant cost to the company, but to close the gap of inefficiency found in the under-productive sales team. Opposed to implementing their financial future into a proven system, they put their financial futures into the hands of sales people who have consistently proven that their own personal routine is flawed. Tip 3: Has This Flat Economy Finally Got Your Attention? If You are a Business Owner, President or CEO of a Sales Organization Your Concerns May Include:
If you find yourself in "Extreme Mode" (Doing MORE of what doesn't work) opposed to stepping outside the box to uncover what is your most productive course of action then please read on. Have you identified areas of inefficiency in your company? If these concerns have been consistent and constant this is simply acceptance of the problem. Resolve these issues today, Presidents and Business Owners, take our complimentary CEO Diagnostic at: http://peakperformancesalestraining.com/ceo-diagnostic.php to uncover the gaps in sales and sales management inefficiency that create anchors to your success and growth. Extreme Behavior In extreme conditions (flat economy-sliding sales) human beings do not change. Instead they resort to extreme behavior (doing more of what doesn't work!). What worked in the past does not always translate into future success. In fact, often your past success becomes your future failure. Open your eyes and look around! Economic conditions have changed. Market conditions have changed. Buyers are buying in a completely different and more skeptical manner. Have you changed your approach towards hiring, managing, motivating, communicating, engaging and selling new customers? Call Peak Performance today at 1-866-515-0794 to look at a productive sales course of action. Moving into 2010 without an effective plan designed to remove sales obstacles and generate sustainable growth is simply accepting status quo. In addition, the issues, sales obstacles, complacent mindsets and ineffective sales approach of the past will likely produce the same obstacles, poor attitudes, anemic behavior and lackluster results. Call us today at 1-866-515-0794 to discuss Does Your Sales Team Have a Consistent Routine? In professional sports, any team consisting of great players, often fail to win because of an ineffective plan or no plan at all. Envision a basketball team with 12 first round draft choices; all great players right! However without a consistent offense, a consistent defense and a consistent agreed to set of plays what you have looks like a Bronx school yard pick up game. What you have here is a lot of great players who can't put the ball in the hole. Does your sales team have a uniform system of selling? Does your company have a playbook in regards to sales? The first step is to identify which roadblocks are most common and constant in your business. Below is a link to our design program form. By completing this form below, you will take one step closer towards identifying the real root cause of the sales symptoms that negatively http://peakperformancesalestraining.com/designprogram.php What Does Your Sales Course of Action Look Like?
The typical sales team unfortunately looks like this. Five sales people all facing the same sales obstacle or objection often handle it in five different ways resulting in inconsistent results. Five sales people all pitching their services sound as if they all work for different companies! This in turn causes a scenario whereby management find themselves going over the same thing with the same people. To uncover the real root cause of your sales deficiencies please call Peak Performance today at 1-610-628-3869. Most Business Owners are frustrated because their sales people are not proactive, they fail to take action. Take action today and take back control - call us direct at 1-866-515-0794. |