BEWARE – 10 Ways Your Sales Team Make Your Competitors Stronger.

Really, who do your sales team work for?

Yes – that’s the question I want you to answer because from some of the sales teams I meet I know for a fact that even though their salary is paid by one company, their sales efforts are definitely benefiting their competitors.

So, let’s see if this applies to you and your sales team.

Your sales team could be making it much easier for your competitors to win business from you if they are doing any of the following:

  1. Doing a great educational and highly informative pitch with the prospect, giving them all the information and wisdom they need, yet failing to ask for the appointment or the sale.
  2. Pitching to the gate-keeper.
  3. Not asking what the next stage is in the sales process.
  4. Failing to follow-up on pitches – over 80% of sales are made between contacts 7 and 12, so for all those sales people on your team that give up too soon – high-five for the competitors!
  5. Quoting too cheaply. Yes, if it seems too good to be true it probably is, so the prospect goes to get competitor quotes
  6. Quoting too much. Ditto above. (If you want to know just how to quote to win the business join us on The Sales Improvement Workshop in Sheffield for some great sales training and a step by step process to smash your sales targets – click here for more details)
  7. Not knowing the buying process. Hence panicking when the prospect doesn’t return calls or respond to emails promptly….such that the sales person decides that this is the prospects way of saying no, hence the sales person terminates all contact with the prospect….and in walks the competitor to pick up the deal…
  8. Starting the price negotiations too early, typically in response to the prospect not responding to the proposal as promptly as the sales person would like – the sales person thinks that the prospect would close faster if the price was lower, and the prospect now realises that the sales person is desperate for the order and so starts shopping around for the best deal based on price.
  9. Failing to ask who else is involved in the buying decision before it gets to sign off.
  10. Being scared to ask the prospect who else they are looking at and why- therefore leaving the competitors unchallenged.

Making the competitor stronger shouldn’t be high on the list of aims for any professional sales person, but it can often happen. Some of the key reasons are:

  • Lack of skill
  • Poor management of the sales pipeline and sales funnel
  • Too many poorly qualified prospects in the sales pipeline
  • Poor prospect qualification
  • Ineffective questioning skills
  • Poor insight in to the decision maker’s buying process

All of these are avoidable, join us on our next Sales Improvement Workshop a must for new and experienced sales staff who want to accelerate their sales performance, increase sales turnover and sales revenue and out smart the competition every single time.

Click here for more details.

Happy Selling

Carol

carol@mortonkyle.com

www.mortonkyle.com

0779 002 1885

How Much Money Have You Lost Today by Prospecting Poor Quality Leads?

Too much!!!!

  • Plus – how much money could you have made if you had dumped all the rubbish records in your sales database – got rid of all the time wasters?
  • How would you feel about replacing all the bad prospect records, and instead, feeding your sales team with red hot, qualified prospects?
  • And having those prospect pools updated daily?

Too good to be true? Not at all.

Too expensive? No!

No-one in business will have escaped hearing the line – ‘50% of my advertising works, I just don’t know which 50%’.

Well the same could be said of sales.

An unknown percentage of your sales database contains all the sales revenues you need to make this year a huge success. The remainder will just drain your budget, waste your time and act as red herrings in your pursuit of sales success.

So – if you want to find out what records in your sales database are worth pursing and what records need to be ditched – call me now.

Just in case you were wondering – you can find out this information in about 2 hrs. Conclusively – who to delete and who to sell to.

What would that information mean to your sales team and how you do business? What impact would that have on your bottom line?

Speak soon

Carol Griffiths – 0779 002 1885

carol@mortonkyle.com

Morton Kyle Limited

http://www.mortonkyle.com

Is your Sales Strategy Delivering?

You know what your monthly sales revenues ought to be…let me ask you, where did those numbers come from?

Are they more closely related to what you need to generate to cover costs or are they based on realistic market potential?

To what degree have you taken into consideration market conditions, your competitors, their pricing/discount, market trends, cost via specific sales channels, your existing market share?

These are just a few of the crucial factors that should be considered as part of a meaningful sales strategy in order to help you to forecast realistic numbers.

One of the key things that many organisations forget is that a Sales Strategy should:

  • Help the sales team to sell, so should include up to date information on the competitors, their offering and their positioning. Without this the sales team are going into the market place blind and unarmed.
  • Be easily translated into a balanced scorecard that drives business activities on a day-to-day basis.
  • Be understood and used by everyone in the sales team – and if it’s too complicated for the sales team to work with then it’s not a good sales strategy.
  • Be Universal. Sales strategies for different sales channels should be balanced to ensure parity and market consistency and to avoid market confusion. All activities in the sales strategy should reinforce the same message – i.e. 3 sales channels interfacing with one market should have the same pricing structure, delivery schedule and marketing collateral.
  • Be linked directly to the reward and recognition plan of the sales team.
  • Have key milestone targets that can be measured on an ongoing basis and at key points during the sales year.
  • Flexible enough to reflect differing market conditions.

If  you picture your Sales Strategy as something to sketch out in order to get the budget sorted for the year, you may be missing a vital aspect of sales planning and providing the sales team with a route map for the year.

Take the guess-work out of your sales teams performance – call Carol on 0779 002 1885 for a confidential chat or email carol@mortonkyle.com

For more information on how we work see http://www.mortonkyle.com

Happy Selling!!