Spotting Poor Performance
The top ten signs of an off-key salesforce
All I have to do is dream…
Laying awake at night wondering about the underlying reasons why you can’t seem to get a decent return on investment from your sales team?
You’ve tried everything: you’ve been their friend, you’ve been devil’s advocate, you’ve dangled ‘carrots’ and wielded ‘sticks’ but you just can’t get the right result. Even the personal investment you have made in improving your own management skills doesn’t seem to have had much impact - everything from business school leadership programmes to fun-filled outward bound team days, none of it seems to work.
Pick of the pops - spotting the signs of an under-performing sales team:
- The not so Beautiful South - the direction of visit: proposal : win ratios
- Homeward Bound - too early, too often. Not seeing enough customers or prospects
- You’ve got a friend - my sales guys only call on the people they like and only sell them products they know
- Money - costs are rising but sales are slowing down
- King of the road - high mileage, low call rate
- The man who sold the world - you wished!
- There’s no business like show business - the first bit is spot on
- Light my fire - if only…
- Money for nothing…
- I need a little time - but you don’t have it
Help!---is available from Salespunch™. Simply the best when it comes to implementing sales tools and delivering skilled coaching to get your sales team on song.
Just call out our name and we’ll be there.........
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This Salespunch™ model describes the framework for effective sales activity management and planning. By identifying the three key elements of sales activity - Quantity, Direction and Quality of sales effort together with the three timescales over which these areas need attention - Past (analyse), Present (track) and Future (plan), core sales management tools are created to enable management to plan the quantity, direction and quality of sales activity and the key ratios needed to achieve future results. The introduction of Personal Sales Plans (PSPs) - templates detailing targets, activity and personal development focussed on individuals maximising personal sales performance, job satisfaction and career prospects. This is supported by your Salespunch™ coach helping to construct the required tools to implement a PSP regimen.
Click here for an overview of the Salespunch™ QDQ model
A tool for tracking movement within the sales pipeline which leads to identification of key conversion ratios at each stage of the sale that, in turn, drive a backward planning regimen to ensure that sufficient early sales activity is taking place in order to achieve sales targets.
Click here for an overview of the Salespunch™ pipeline model.
Consistent success in selling can be distilled down to the planning and on going management of the three elements of sales activity which produce results:
Direction of selling effort
Which potential customers will yield the best results for the future, and which ‘selection criteria’ have been assembled to ensure that the most applicable organisations are targeted for sales attention?
Quantity of selling effort
Know your ‘success (conversion) rates’ at each stage.
Quality of selling effort
Know your products in hard-edged ‘customer deliverable’ terms.
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To arrange an exploratory conversation with your coach, please contact Salespunch™ - Now! 01883 621088
Salesbase™Click here for an overview of the Salespunch Salesbase™ model |