Sales Performance Improvement

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The Perfect Sales Recipe – What Sales Metrics To Use

The Perfect Sales Recipe – What Sales Metrics To Use

Sales Metrics and sales KPI’s matter,for lots of reasons.

Having the right team sales KPI’s and the right individual sales metrics means your chances of achieving sales success are already increased.

The following will help you identify some of the challenges around this area, and for a more step by step guide you can download our free guide. See the link at the end of the article.

What Sales Metrics to Use?

That really depends on what you want to achieve?

And that’s the easiest way to start.

For example, if your primary aim is to drive activity then there are key metrics that will impact that:

  • How much data is available?
  • How much of that data has been called more than 7 times?
  • Average call duration?
  • Average admin time per call?
  • Contact rate for your industry – i.e. ratio of decision maker call/gate keeper call

This is not an exhaustive list, but you’ll get a picture for how you create your very best sales metric template for you.

BUT don’t set up metrics for the sake of it.

Ask yourself; if you had to identify the most critical sales improvement, profit improvement, sales performance improvement sales metric then what would it be, then monitor that by reviewing the intrinsic parts.

Often one of the first and biggest piece of work done in any sales turnaround or sales performance improvement is to agree to measure those sales metrics that have a direct relationship to sales success.

The sales metrics you can control.

The sales metrics you can influence.

Why Use Sales Metrics?

Lots of reasons, primarily it’s an indicator for the sales management and the sales people that you’re all on the same track.

It’s a way of measuring sales progress when the month, week, day is still in play. Check out more on this here

If you’re a sales person, you know you’ll earn bonus, and if not you’ve got some idea of what to do to change that.

If you’re a sales manager, you know what skills to re-coach and with who.

And if you’re the business owner, you don’t have to wait 2 weeks after the month end to discover how much money you’ve made, or not made, as the case may be.

Agile use of your sales metrics is the easiest, quickest and most efficient way to improve sales skills, sales people, sales function performance and bottom line profits.

The key to continuous sales improvement.

Plus, it engages everyone.

Whether you’re using a league table, a weekly sales meeting, a daily sales huddle, everyone is following the same road map.

Everyone is working with the same sign posts and with a supported and directed mission to get there!

When to Proactively Use Sales Metrics?

That’s simple, every day.

Both the team sales metrics/sales KPI’s and the individual numbers.

This is the top of the tree in hands on sales management and sales leadership.

It will focus everyone’s attention on what’s not happening.

Not so you can blame anyone but because now, as a sales leader, you can make it right.

But it helps if you launch that months sales metrics at the beginning of the month. Explain why you’ve selected these metrics. Explore what success looks like, what disaster looks like. Highlight what support the business is providing to help everyone get where they need.

Then you’ve set the premise of expectations, it’s your management guide map for the month.

These sales KPI’s can then be reported/reference daily via huddles, emails, leader board, office screen, 121 sales coaching.

How to Use Your Sales Metrics?

Your selected sales metrics and sales KPI’s are also part of every sales persons sales review.

They form part of every performance management and sales development plan, personal development plan.

Used to drive performance, striving for continuous improvement.

They can also highlight areas where sales training, coaching, shadowing, mentoring or additional support is required.

To foster team spirit and collective sales team focus for the good of the individuals and the business.

A reason to celebrate sales success.

To foster team spirit and shared focus, as well as giving a team platform for discussion and suggestions.

Collective learning, ideal for targeted buddying.

Sales Metrics Matter…but that’s not all

Of course, it’s not all.

No-one manages solely by numbers any more.

Numbers, sales metrics, sales KPI’s well they’re just the foundations. Keeping score.

The real winning benefit is how the sales leadership team use these metrics. Great sales leaders use them to interact, develop, coach and motivate the team.

Having worked with thousands of sales people, I know for sure that the fastest way to improve sales performance is to spend more time coaching and mentoring the sales team.

Having great clarity and shared ownership of group and individual sales metrics/sales KPI’s is the easiest way to do just that.

To get more details on what sales metrics you could monitor in your team, download this free guide 7 Sales Metric You Need to Measure, Manage and Monitor 

Also if you’re really serious about improving sales results within your business, hit the links below:

TurboCharged Sales – for when you are ready to embed a continuous sales improvement framework into your sales team

The Sales Improvement Workshop – the fastest way to refocus, re-energise and improve sales results – one day course inhouse or open – check dates and locations

Sales Audit – for when you want to improve sales results, turnover and profits, but have no idea where to start.

And, if you’re great at getting sales quotes out, but your buyer’s all seem to disappear when you follow up the sales quite check this out Buyer Gone AWOL – Following Up Sales Quotes

To discuss your specific sales training and sales improvement needs you can contact us on 0779 002 1885 or email carol@mortonkyle.com

Remember, having the right sales metrics is critical to any sales function wanting to outperform competitors, drive margins and foster continuous sales improvement.

TurboCharged Sales Results

TurboCharged Sales Results

TurboCharged Sales is now available…helping you to smash your sales goals, embed a consistent sales improvement program and ensure all your sale activities are aligned with sales success.

Every sales team deserves the very best chance if hitting targets, because inconsistent sales performance means business growth is compromised due to lack of stability and certainty.

Yet, it need not be that way.

Top performing sales reps have consistent records for hitting sales goals, whether that’s new business, account management, they maximise the returns on the firm’s costly sales and marketing activities, meaning sales success all round.

Hitting target comes as second nature to those sales reps. They don’t even consider failure, they experience it so rarely.

Sales success breeds sales success. And, it’s addictive, but just where do you start?

 How To Hit Sales Targets | Increase Sales and Profits | TurboCharged Sales 

Sales results can be anything from desperate to stratospheric.

I know which one I prefer. You too?

But when you don’t get what you want, then you’ll need a sales tool kit to quickly deliver additional:

  • Revenue.
  • Business.
  • Profit.
  • Customers.
  • Market share.

That’s why the TurboCharged Sales Results program was designed: to help businesses, sales reps and sales teams to hit sales targets…even SMASH those sales targets.

It’s an online B2B SALES TRAINING COURSE for ALL Target Carrying, Driven and Ambitious Salespeople and Sales-Led Companies – proefessionals who need to hit sales targets – Telesales, Field Sales, Direct Sales, New Business, Lead Generations, Appointment Setters and Account Developers, MD’s, CEO’s

It’s also for: Sales Trainers, Sales Auditors, Sales Coaches, Sales Performance Managers, Business Development Trainers…

In fact it’s for anyone who is either target carrying or supporting target carrying sales professionals.

How To Hit Sales Targets – TurboCharged Sales 

Sales people do not sit around planning to fail, failing at account management, wasting sales and marketing leads, performing waste of time sales activities, planning to miss sales goals or striving to achieve ‘worst salesperson of the month’ award.

But, sometimes it happens.

That’s why TurboCharged Sales shows you what to do, every single day to be a great sales person.

Everyday for 21 days you get a step by step guide to:

  • Building your sales pipeline.
  • Creating value based sales proposals.
  • Closing quality business.

It’s that simple.

Bite size sales training so you get to practice as you learn. The ultimate Earn As You Learn.

Even better yes…this is a rinse and repeat program to continually drive the sales team towards their sales goals and the business towards growth, stability and certainty.

Hitting target should be a habit. Not a struggle. Just like it is for top performing sales reps.

Just 15 minutes per day and you get, after 21 days, a fully functioning sales machine.

At last, because every sales team deserves the skills to create a sales pipeline, using a proven system where you can turn the tap on to flood your sales forecast with high quality. well qualified sales prospects.

Where the sales team and the business moderate the flow of sales as needed to provide the quality and quantity of sales want whenever you want.

This is the ultimate rinse and repeat sales program. When you’ve finished you simply start the cycle again.

This time you’ll see how you can achieve more. Achieving better sales results. More profitable sales figures easier, quicker and with less effort.

Are you looking for a SYSTEMISED way to generate high quality, high margin and high value sales as often as you want? Welcome to TurboCharged Sales.

You can use TurboCharged Sales in many way:

  • As a self study sales pack, just 15 minutes per day, if you’re a busy sales professional out in the field.
  • If you’re a sales leader, MD, team leader, sales coach, sales trainer – use this to run your sales training, your sales meetings, your sales coaching sessions. You can even embed this sales system in your business.

Simply put, if you are in a target carrying position or supporting such a function – this is a systemised sales improvement program that works.

Why TurboCharged Sales?

  • Because you want to increase sales and profits
  • Because you want the accolade and your bonus!
  • It shows you how to hit your sales targets – every single month, so that it becomes a sales goal smashing habit
  • Time really is money when you work in sales, because sitting in a training room for a whole day(or three) is not always feasible
  • Not everyone learns by sitting in a room, because some people need more time to digest, to try, to test and to modify the learning to work for them
  • Sales Trainers and Coaches often work without a framework for continuously improving sales. Now they don’t have to worry when sales results hit a plateau, just unpack TurboCharged Sales and strive for the next sales peak
  • TurboCharged Sales also provides an endless supply of relevant information and practical skills insights for feeding daily sales huddles, sales meetings, sales booster sessions and coaching sessions because everyone needs to continually develop new skills.

BUT the main reason is that continuous sales improvement is a cycle of consistently filling the sales pipeline. This means taking the sales prospect through a well defined sales process and closing the business, now this is not complicated, it’s not easy but it is simple.

Most sales people fail because they lack a business development system, because they lack the insight to connect revenue generating tasks to hitting target, and because of this they waste time, their skills and the opportunities generated by costly sales and marketing activities.

If they do that a system they lack faith in working it consistently, meaning they never form the hitting target habit!

TurboCharged Sales addresses all of those problems…and many more

How to Hits Sales Targets – TurboCharged Sales Results…Really?

Yes, really!

And in just 15 minutes per day.

For 21 days.

Here’s how:

  1. Create 60 mins plus extra selling time every day, because that’s more than 20 revenue generating hours per month.
  2. Discover the three most important insights to consider when SMASHING your sales target.
  3. Master the art of making every minute count.
  4. Uncover the simple system that means you’ll never need to make a cold call ever again.
  5. Incorporate sales clout into your business generation efforts.
  6. Build a perpetual motion referral engine.
  7. Gain a healthy, highly qualified steam of sales prospects itching to move through your sales pipeline and convert to orders.
  8. When you’re short on time, target and leads understand what you MUST do.
  9. Learn how to use price to your advantage. Every time.
  10. Discover the only 6 things you need to know to influence your prospects.
  11. Master the art of running great prospect meetings where you create raving fans.
  12. Develop a sales pipeline, feeding your target all year round.
  13. Boost your average order value using three simple tips.
  14. Double your sales close rate by asking one low key question.
PLUS, in addition to showing you how to hit sales targets TurboCharged Sales also shows you how to….
  1. Kill your competition. Legally and with their permission. Let your prospect know you’re the only provider who can deliver.
  2. Get your leg out of the blind auction – never compete on price again.
  3. Gain expert status with the prospects and customers.
  4. Take the stress out of selling. FOREVER!
  5. Build a rock solid sales pipeline, sales address book AND sales reputation.
  6. Understand what sales metrics to watch and what sales metrics make you rich.
  7. Have your prospects saying ‘well, this is a no-brainer, where do I sign?’.
  8. Write business winning sales proposals that convert quickly.
  9. Build certainty into your sale process, presentation and pitch.
  10. Forget about getting around the gate keeper….sail straight through.
  11. Uncover the single most important fact about sales targets, because it’s not what you think!

Interested?

Here’s how you can get ahead – just hit the linkTELL ME MORE.

TurboCharged Sales Results is a perfect program for you, especially if you’re busy, on the road, time poor and you want serious sales improvement over a relatively short time.

Check it out for yourself.

Full money back guarantee.

TurboCharged Sales Results – Better Sales Results Faster.

Subscribe for our weekly e-guide – The Advanced Business Achiever – free sales improvement and business development hints and tips for your business.

You can also check our the Morton Kyle Limited Free Sales Improvement Guides – free and instant downloads here

Every sales team wonders how to hit sales targets at some point, now with TurboCharged Sales you don’t have to wonder.

How to Improve Sales Performance: The Friday Sales Rant

How to Improve Sales Performance: The Friday Sales Rant

How to Improve Sales Performance: The Friday Sales Rant!

You’d be surprised what businesses will do to improve sales performance.

You’d be surprised the lengths they’ll go to, the resources they’ll commit and the efforts they’ll expend all in an effort to improve sales performance.

Selling their soul? No…but not far off.

So, why, why, why, why do business owners and sales leaders miss this one simple trick? Continue reading

Sales Manager – Has Your Job Died?

Sales Manager – Has Your Job Died?

Sales Manager

I regret to inform you that as a business we’ve taken the very difficult decision to let you go.

We will honour the obligations laid out in our contract and as such, hope you will do the same as a Sales Manager in the business.

I would like to take this opportunity to express our deepest gratitude to you for your commitment, effort and professionalism during with your time with us.

We hope that you’ve enjoyed working with us as much as we’ve enjoyed working with you, and we wish you every success in finding a new position.

Chairman*

P.S. I really am very sorry. I have no choice.

You see, you’ve been great at pulling reports, checking the sales metrics, doing discipline hearings, checking off expenses, sorting out queries, handling complaints, reconciling month end figures, checking commission claims, fielding holiday requests and making sure the sales car fleet was renewed competitively every year. Thank you…I don’t know what I’d have done without you.

Good Luck.

P.P.S. I just wanted to say, personally I wanted to keep you…we’ve been through thick and thin together…but you see the board had different ideas – you see, they’d read this report, and after that the board want  someone who’s never at their desk.

The popular view is fixated on having someone who coaches 7 hours a day, who just loves helping the sales team sell better, helping the sales team deliver a better sales experience to prospects. Someone who works with the sales team to help them sky rocket their commission. A sales leader who is embedded in the customers markets, who can see the changes in the market ahead of time and prep the sales guys to do battle.

They want someone who is keen to work with the sales team to bring about the demise of the competition, someone who can spot commercial opportunities ahead and guide the sales team to exploit those opportunities, but I guess you like doing admin in your office more than you like working with people to improve their sales performance. I guess you can’t be great at everything.

And another thing…

No-one does pivot tables and power point like you do, therefore you make sure you add that to your CV!

***

Oh dear!

As Sales Manager it’s the last thing you want.

Chances are – you’d be neither the sender (see disclaimer at the bottom of this post) or the recipient of such a letter…but the writing’s on the wall for Sales Managers everywhere.

The questions is, as a Sales Manager:

Will you read it?

And, once you’ve read it, will you do anything about it?

You might want to think about your response…the role of conventional Sales Manager is changing, and it’s changing quickly.

The New Role of the Old Sales Manager

If we were honest, we’d stop using Sale Manager as a job title to describe the person that manages the sales team.

It’s not proper any more. And it won’t be again. Ever.

Today, the Sales Manager is that and so much more.

And the ‘so much more’ encompasses a lot. But even more crucially, it’s a whole different skill set.

So let’s call it what is really is – let’s scrub out Sales Manager and use words that have some meaning in this new age:

Sales Coach, Sales Performance Manager, Sales Leader, Sales Analyst, Sales Auditor, Sales Improvement Specialist

…there are more but that just about covers it.

Now, I hope you can see why conventional sales manager just doesn’t cut it any more?

I hate using the word should but I have no choice here.

Here’s what you should be doing and where you should be focusing your precious time; use this list to check of what you’re currently doing versus what you should/could be doing, or doing more of.

Also, as Sales Manager, use this list as an opportunity to look at some of those mundane non-value added tasks you either need to delegate or simply jettison altogether.

Key Must Do Activities for the New ‘Sales Manager’
  • Sales coaching – real time side by side coaching
  • Analysis of sales performance in situ – field or telephone, exhibition, skype or networking
  • Creating Best Sales Practice as you go along – not as an isolated academic exercise to share post creation
  • Sharing Best Sales Practice
  • Monitoring Sales Leakage Points in your Sales Pipeline and Sales Funnel…and stopping the leaks
  • Monitoring, measuring and managing key sales metrics
  • Accurately forecasting
  • Improving the competitive position of the sales team
  • Exploring competitive niches
  • Building up intelligence and knowledge to help your sales team minimise the impact of the competition

What might not be immediately evident from this list is every single one of these tasks is people facing. You don’t need an office or even a desk. You’d be surprised how much great, results generating work you can get done sat next to your team on a rotating basis.

How do I know? Because I do it. It’s one of the easiest and simplest ways to see sales results rocket. Try it. Then tell me it doesn’t work. You’ll not be able to.

I’ve yet to find a Sales Manager yet who hasn’t seen a spike in sales just by spending more time with their staff.

So here’s the good news – step up, the writing’s on the wall, read it and change course accordingly…the choice is your’s.

Not bothered?

That’s your call. Hope you’re dismissal letter as Sales Manager is nicer than the one above.

And if you need even more proof – take a read of this – just hit the link –  Job Description and Skills

Carol

carol@mortonkyle.com

0779 002 1885

Free Guides – Instant Download – to help Sales Managers to drive the sales team and improve sales performance:

7 Sales Metrics You MUST Measure, Manage and Monitor

High Converting Call Structures for Generating High Quality Sales Appointments

7 Big Mistakes…

Only Dead Fish Go With the Flow

How to Price Like a Pro

How to Outsell Your Competition

And a few blogs on Sales Performance and Sales Performance Improvement

Habit Beats Knowledge – Every Time

Sales Performance – What Do You Really, Really Want?

And a Free Gift – all your’s

Hit the link here to claim

*Disclaimer: as if I should need to add this, but I will.

If you wish to dismiss any person in your employment, this is NOT the letter to use.

You should always take independent legal advice from a HR, legal and employment specialist in order to comply with the law and your legal obligations. This will help you protect your business, and minimise the risk of any adverse action.

Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement is the key driver for continuous sales improvement…better results, bigger results, faster.

If you’re in sales, sales management or running your own business then chances are you’ll be looking for ways to continually boost your sales performance. You’ll be looking for more customers, more profitable clients, in less time, bigger orders, larger average order values, higher conversions…

That’s business. It’s also human nature to ask…is this the best we can do? Can we do it better, easier, faster?

Plus, in sales, it’s a competitive environment. You’re forced to ask these questions. Your shareholders, competitors, stakeholders and bank will be asking you the same.

Here’s the truth about seeking continuous sales performance improvement:

”Once a certain level of skill, knowledge and competence is acquired, then driving Continuous Sales Performance Improvement has more to do with changing habits than increasing knowledge and skills”

You see, if you’ve been in a sales or sales leadership role for any time, you’ll most likely know everything there is to know and that you need to know…and your performance will reflect that.

That might be enough for you, your business, your clients.

But what about what you don’t know?

How important is that?

In his book –The Checklist Manifesto – Atul Gawande strongly, and with good reason once you read his research, advocates the use of extensive check-lists to improve performance.

Sales Performance Improvement works the same way.

Gawande’s background is in medicine. Having piloted and then rolled out his check-list based methodology across many hospitals and medical facilities he details how a simple check-list has saved 100’s of thousands of lives.  He proposes his way of working, the same methodology can be transferred to other industries – and I for one, strongly agree with him.

In truth, anything that saves that number of lives has to be worth a good look at. You’ll agree when you read his evidence. Simply put, if a humble check-list can save that many lives…what could the same do for your business, your sales performance and your sales results?

Worth a look?

So This Relates to Sales Performance Improvement How?

Here’s the premise:

No-one needs a check list for the simple stuff, where there are few variables, when the outcome is low risk, it’s a predictable action with a predictable outcome…

But check-lists have a distinct advantage in those situations where there is a higher level of complexity, more risk, a handful of variables and no guaranteed outcome.

This is the first and last time you’ll see me compare sales to heart surgery but there you go. You’ll see where I’m going with this…

In both, the risks are high, lots of complexity, variables, high levels of unpredictability, opportunity for errors and failure are all present.

So whilst we’re not talking about losing lives, we are risking something. Maybe losing margin, turnover, market share, customer confidence, shareholder confidence, brand value.

Digging deeper, Gawande makes the distinction between two types of error:

Ignorance – mistakes we make because we don’t know enough.

Ineptitude – mistakes we make because we don’t use the skills and knowledge we have in the right way.

He concludes that most errors happen because of the latter – ineptitude.

This suggests that the person actually knows all they need to know, they have all the skills they need to know.

Moreover, this ineptitude exists in simple and complex tasks.

Let me explain, the problems occur when old habits, entrenched ways of working. When the ‘that’s how we’ve always done it’ mindsets overtake them. Or when the body is on auto pilot. Almost like conscious competence, but not quite as competent as one imagines.

That’s a perfect breeding ground for errors to take place. For example, the patient has complications or the sale derails. Simply because of lack of good habits, rather than lack of skills, knowledge or competence.

This is where the Sales Performance Improvement Check-list comes into it’s own.

It’s a check-list to use. A list to refer to when the sales process with a client is going off track. It’s literally a step by step guide in what to do to rescue it, bring it back on track, get it motoring in the right direction.

How simple is that?

Here’s an example:

In  his book Gawande uses examples of Dr’s and medical staff not washing their hands as frequently as they should. Or as frequently as they thought they did.

Pay attention to that last statement. It’s very important because how many times do we think we’ve done something when actually we haven’t? Especially those repetitive tasks, the small tasks that matter but don’t really register at the time?

Gawande references the Dr’s failing to ask a simple question of the patient, or washing hands.

It’s the same in a sales environment, it could be remembering to ask the budget question early on, or finding out if this is a price comparison exercise or a genuine need with the client.

These are seemingly inconsequential questions at the time that have a HUGE impact on the quality of the sale and the chances of profitable conversion.

On a real life basis – if you’ve ever kept a food diary – you know that your ‘good food days’ were more like ‘ok food days’ and your ‘ok food days’ really should be called ‘oh hell! food days’! The power of the check-list in another format!

So, there’s no two ways about it when you’re thinking about sales performance improvement, or even better, continuous sales performance improvement then – Habit Beats Knowledge every time.

Summary: Sales Performance Improvement 

Gawande concludes that having and rigorously using check-lists improves the chances of success and improves performance across the board.

My take away, is much bigger and more important than simply improving sales performance and here’s why.

Such a check-list based methodology actually changes habits. That is exciting because if you’re adopting this in your sales team, your business and your customer facing environment you’ve just created your baseline for continuous sales performance improvement.

That’s priceless.

One more thing:

If you’re putting this system in place, it dramatically changes the function of your sales manager…or Sales Performance Coach. Both functions now act as part auditor, part coach, part sales performance improvement specialist…which is how it should be…but more on that another day…

Happy Selling

Carol

carol@mortonkyle.com

07790021885

If you want regular sales and business development information – hit the link here. It’s totally free and great for helping you boost your sales efforts. Many subscribers use it to power and energise their sales meetings. Try it out, there’s an unsubscribe button if you don’t like it after a few weeks…