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

Why Don’t My Sales Team Care If We Hit Sales Targets?

If a sales team is consistently failing to perform then there is something fundamentally wrong.

No-one want to miss a single sales target and some months will always be tougher than others, but consistent failure is not normal, not sustainable and is a clear indicator that something radically needs to change in the business.

Directors Perspective

Your sales team may not care if they hit the sales targets because it’s highly likely that their manager may not care either!

Or it could be that there are no positive or negative consequences or actions taken if the target is hit, or not, whatever the case may be.

From a Director or Business Owner Perspective – Check out the Sales Management team and their skills, intent, motivation style, reward mechanisms, general demeanour around the office and use of management information before you fire the sales team. The culture of success (or failure) comes from the top…always.

You may also want to look at how closely the goals and ambitions of your sales management team are aligned with the goals of the board. Do you think that you are all working to the same goals and agendas or do you know this for a fact…what do their actions tell you?

What’s the ‘them and us’ culture in the firm? One big happy family or layers of management?

You may also want to think about what you are asking the sales team to do, the market they are in, associated pricing and market conditions. competitor performance and the specific challenges the sales team can’t seem to overcome in the market.

Sales Manager Perspective

As Sales Manager you may want to ask your self these questions then think what you should do about it:

  • Are all of your team failing to hit target/care or just a few of them?
  • Are there consistent performers and consistent non-performers?
  • What are the consequences of performance in your team?
  • What are the consequences of non-performance in your team?
  • How are your sales team rewarded for their hard work and success?
  • How many of your team are on formal performance management programs?
  • How much time per week do you spend sat side by side with your sales people in observing, monitoring, coaching, mentoring?
  • How much time do you spend training your sales team?
  • What daily performance information do you give to your sales team?
  • What happens in your daily management meetings?
  • How often do you ask for updates in sales forecasts?
  • What is the daily sales contact times target for your team (sales talk time)?
  • What is the best and worse sales conversion rate in the team and why?
  • What is the best and worst margin in the team and why?
  • What sort of data are you giving your team to sell to?
  • How robust is the prospect qualification process used by the sales team?

Sometimes, an under performing sales team has reached the point of no return and turn around would be costly and a big drain on time.

Sometimes to start again is, unfortunately, the only option.

Before you do – think about what you would do differently in how you manage them…whether you are the Business Owner or the Sales Manager

For more information or a confidential chat about Sales Turn Around, Sales Improvement and Practical Sales Training then call Carol at Morton Kyle Limited on 0779 002 1885 or email carol@mortonkyle.com

We run a number of open and bespoke Sales Training Courses – all with a full money back guarantee, contact us for details or use the links below:

Sales and Business Development Boot Camp for Business Owner Managers

The Sales Improvement Workshop

Happy Selling

Carol

www.mortonkyle.com

How Much Sales Revenue Did You Lose Today? 10 Reasons Why Your Sales Team are Failing

1. Pitching to the wrong people – do they know who makes the buying decisions, what the buying process is, who refers, who recommends, who signs off and who has the final decision? If so – why are they still pitching to anyone who picks up the telephone?

2. They leave the sales meeting without asking for the business – know the next step before you leave or waste time writing up a proposal that will never get opened

3. They don’t know the budget of the buyer – ask the question. And also ask if they are talking to the person that will also sign the order.

4. Pipeline management is undisciplined – wasting time on the wrong prospects – not all business is created equal – know when to chuck the time wasters and tyre kickers out of the sales funnel

5. Aiming to hit target and not aiming to smash the sales target – subtle difference but leads to massive sales failure

6. Failing to work the numbers strategically – entering the sales month knowing they only have 50% of what they need to close in their sales pipeline for the following month, yet not doing any cold prospecting

7. Chasing bad business – prospects that can’t afford your prices, are more trouble than they are worth, who cost more to service than they bring in

8. Not charging high enough rates

9. Being scared of rejection, ask the question, information allows the sales person to be in charge of the sales process

10. Starting price negotiations too early, a delay in response doesn’t automatically mean the price is too high….

Learn how you can banish these huge sales mistakes and 100’s more from your sales team by joining us on Being Brilliant at the Sales Basics – 121 sales coaching, 2 days sales training, ongoing telephone support and attend the course as a refresher again, any time you like. Being Brilliant at the Sales Basics – Sheffield March 12th and 13th – contact us directly for more details.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited 

carol@mortonkyle.com

0779 002 1885

Phone Prospecting Strategy for Success – Score More Sales

See on Scoop.itIncreasing Sales and Improving Sales Performance

Professional salespeople use the phone every day – phone prospecting strategy for success comes from planning and from making every minute count in your selling day (Phone Prospecting Strategy for Success – Score More Sales — Score More Sales…

Carol Griffiths‘s insight:

Can never have enough reminders about how to use the telephone as a #business #sales #tool www.mortonkyle.com 0779 002 1885

See on scoremoresales.com

3 Tenets of Successful Salespeople | Blog | Lattice Engines

See on Scoop.itIncreasing Sales and Improving Sales Performance

Do you know what to look for in your next sales hire? In this blog, 10 experts weigh in on the must-have qualities of successful sales professionals.

Carol Griffiths‘s insight:

Great article – I am always led by the line that say ‘Hire on Skills – Fire on Attitude’ because it is so true. I personally always seek to find sales people who are curious, coachable and are able to demonstrate diversity in their thinking whilst having a very pragmatic and practical approach to providing a meaningful solution. The one thing I screen heavily for is people who are out of touch with the reality of a situation. Past experience has taught me that this is a key issue when driving sales performance.

See on www.lattice-engines.com