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Business Development Coaching for Ambitious B2B Sales Professionals

Business Development Coaching for Ambitious B2B Sales Professionals

Business Development Coaching for Ambitious B2B Sales Professionals

Business Development coaching is powerful, strategic and one of the fastest ways to bring about a positive change.

Sales professionals will engage in coaching either for themselves or the team for many reasons, but here are some of the most common:

  • The sales results are typically ok, but there are a number of specific areas where sales results are not as good as they good be, this might be a high level of discounting to get the order signed off, poor cross sell/up sell practices, poor questioning techniques…
  • Where the sales person is struggling with some of the mindset frameworks around the art of selling. For example, maybe feeling phased by competitors, not able to challenge the buyers thinking, shying away from asking the tough questions, depressed activity levels and engaging at sub decision maker level…
  • In preparation for a specific meeting, tender, sales presentation…
  • Promotion to a higher level role, typically from sales person to sales team leader or sales manager

Whatever the reason, and the above indicates just a few, business development coaching and sales coaching works because it addresses a very specific issue, it’s results orientated, there is a high level of focus on a specific area. Accountability is high and there is a very specific proven set of interventions used.

No wasted effort. No wasted time. Direct and focused.

Coaching is the SINGLE Most Effective Way to Boost Sales Performance

Time and time again, I’ve proved that sales and business development coaching is the single most effective way to improve performance.

Whether that’s side by side telephone coaching, field based sales coaching, talking through a strategy, role play, or any combination of the above, because there is no doubt that two heads are definitely better than one.

Plus: you’d be surprised how much of our working lives we spend in auto pilot. Unconcious competence is great for short cutting some of the more mundane tasks. Freeing up time to concentrate on bigger challenges. BUT, unconcious competence is NOT so great when it means treating every single sales call or sales pitch as the same thing.

Then unconcious competenece can be a sales killer.

In a coaching environemnt we blast through the barriers that are stopping your getting the sales results you want, need and deserve.

You’ll become aware of those habits and practices that are losing you sales and costing you sales bonus, customers, margin and credibility.

Fast.

Contract Free Business Development Coaching

I don’t agree with long contracts.

Let you and I discuss what needs to change, what issues you need to address and what results you need to get and by when.

Once we’re achieved those goals – and my aim is to get you the results you want ASAP – then we can shake hands and say ‘job well done’

No contracts – just an agreement to work hard, work smart and work fast to make the changes YOU want.

Can’t say fairer than that.

Total Accountability

Any you will be totally accountable. No place to run. All out of  excuses. No place to hide.

You won’t want to shy away from the challenge.

I won’t let you.

I want to see you win. Fast.

Because you’ll be getting immediate, real time feedback. This means you’ll know exactly where you need to focus your attention and efforts.

Your Business Development Coaching Tester Session

Book your free 1 hr taster session. If we get on (and that’s really important) then we cane structure a coaching program to get you the sales and business development results you need.

What are you waiting for…you have nothing to lose. Email or call now to book your taster session.

Happy Selling

Carol

carol@mortonkyle.com 0779 002 1885

p.s. Regular sales and business development insights into your inbox every week? Perfect for sales meetings, sales training, saily sales briefings…hit the link The Advanced Business Achiever

Sales Audits: Uncovering Untapped Sales Opportunities

Sales Audits: Uncovering Untapped Sales Opportunities

Why Conduct Sales Audits?

Sales Audits are vital if you’re serious about continuous sales improvement.

The truth is – sometimes you just don’t know what you don’t know!

We’ve all been there. Whether it’s mastering a new sport. Developing a new skill or just trying out a new Jamie Oliver dish for the first time.

We miss things.

You and I will give much greater importance to some things and negate the relevance of others. Sometimes to our cost.

Eventually we get where we need to be, and hopefully, we’ll have enjoyed the process and all our inexperience will have cost us is a bit of time, maybe a few bruises in the pursuit of a new sport and hopefully no dodgy tummy when cooking plans went awry.

It’s all part of learning, and it makes life interesting.

But what happens when you need to solve a business problem.

And the clock is ticking.

Money is running out, or at least the money isn’t coming in as fast as it should.

What do you do?

Would you enjoy the process of solving that problem as much?

Would you enjoy the detours the challenges gave you?

I didn’t think so.

So it makes sense to make the problem solving process as smooth, effective, efficient and productive as possible.

Why a Sales Audit?

Here’s two examples to show you why Sales Audits are so valuable.

These examples are specific to failing divisions/firms. Beware, Sales Audits should also be used in profitable firms to ensure nothing is lurking in the background and to further ensure that all profit and sales generation opportunities are retained.

Sales Audits are crucial in showing that uncovering the REAL problem. Scoping the impact of the REAL problem can save you time, money and stress, lots of time money and stress.

Sales Audits – Example 1:

Client was looking at the new business team in a buoyant and expansive market and seeing a long term sales plateau starting to take a sharp downward slide.

Their options:

  • Invest in training
  • Start performance management
  • Increase coaching
  • Talk to customers
  • Enhance/change the product
  • Fire the sales manager
  • Up the marketing spend
  • Fire the sales team
  • Ditch the market and concentrate in another vertical

Or, any or all of the above…what’s the solution?

On further exploration, the Sales Audit took me 4 days, I discovered the cause of the sales drop was a change in strategy. A change that had been employed about 18 months ago in the business.

Quite simply, the Sales Audit showed that 18 months ago the business has eschewed all manner of account management and moved their whole focus into new business development, which mean that the business had just one person to account manage per 400 customers.

So, in a nut shell, bigger focus on new business development caused sales to plateau then drop through the floor?

Absolutely.

It turns out, the real problem was nothing to do with the new business development, the team, the function, the price, the product, the market, the business or the vertical.

The Sales Audit Uncovered the Real Problem.

That real problem had everything to do with the vibe that was now going around in their vertical market that said ”this company is great at the up front sell, BUT, once you’ve signed, you’ll never hear from them again, and, heaven forbid if you do have a problem, it’ll take you months to get a response, if you are lucky enough to get a response that is”

By diverting extra resources back to the account management team. By ensuring a strong and immediate account management and customer retention strategy, the new business team started to see an immediate lift in their sales conversion.

4 days and 1 Sales Audit saved that company in that vertical market.

Sales Audits – Example 2.

Division failing badly, average order price just covering costs but conversion rate running at 1:25. The division was being propped up by other more profitable trading divisions by things were getting worse not better as time went on.

Again – large potential market, highly competitive but very buoyant, no where near saturation.

But 1:25 conversion from meeting to order was killing the business.

Lots of opportunities to improve and all pointed to firing the sales team and starting again.

Many solutions also pointed to cancelling the external sales function and relying simply on a telesales team.

Either way something had to change.

A three day Sales Audit came to several crucial conclusions:
  • Competitors we making the same mistakes as this company…so it really was a race to the bottom.
  • The division wasn’t selling what the prospects needed…although they could have
  • The division wasn’t selling what they thought they were selling…no-one had unpacked the benefits
  • The average order value of the competitor that was succeeding and doing very well was 7x that of the division in trouble
  • It was a very crowded market of failing ‘me-too’ competitors
  • Every competitor was trying to serve every vertical
  • Every competitor was doing a ‘hit and run’ sale

Knowing all of this and employing some highly practical solutions mean that neither the product nor the routes to market changed, instead by changing the vertical, extending the sales presentation by 1 stage that happened post sign up, and by employing a higher level and more robust ROI demonstration during the sales process, we got the sales results we needed.

.All resulted in a 3x increase in average order value and a 1:3 close rate instead of a 1:25.

Summary: Sales Audits

And there are plenty more examples of how an intensive Sales Audit can dramatically change the fortunes of a sales division…but you see, the most crucial  point is, sometimes the most obvious solution to a problem is the correct solution, but not always.

For example – had we dismissed the Sales Audit all together and taken some or any of the actions outlined in the first case study above, the client’s sales performance in that vertical would have nosedived still further, even faster…and still with no clue about how to improve it.

In the second case study…simply training the sales staff would have brought about marginal improvements in the short term, would have minimised the growth potential and most definitely would have seen the sales division closed within 6 months.

Solving the immediate problem is one thing.

Identifying the true cause of that sales problem is another.

That’s where a Sales Audit really comes into it’s own, and can prove invaluable in saving time, money and other valuable resources.

Solving the cause of the problem and not the symptoms displayed by the cause of the problem can just do more harm than good. You can send results spiraling out of control, waste precious time and money as well as driving you insane in the process.

When you’re dealing in high risk situations, where the cost of getting it wrong is huge, where you’re against the clock, and money is flowing in the opposite direction to you…shouldn’t you take a deep dive into causes before looking at solutions?

To discuss any aspect of the Sales Audit, just use the contact details below.

Sales Audits can be conducted in as little as 3 days and feedback provided within a further 2 days.

When you’re business isn’t getting the sales results you want, need and deserve, time is of the essence so contact me now.

Carol

carol@mortonkyle.com

0779 002 1885

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