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The Relationship Between Risk, Value and Price – Know the Implications

The Relationship Between Risk, Value and Price – Know the Implications

Risk, Value and Price

Risk, Value and Price, and how your explore these areas with the buyer are the cornerstones are sales success. Or sales failure.

The relationship between risk, value and price in the eyes of the buyer/prospect is complex.

That’s a fact.

The relationship between risk, value and price in the eyes of the sales person is not always as well defined as it might be. In fact it is often confused and assumptive.

That’s an observation…based on extensive research.

For a win-win sale to be made there needs to be clear line of sight in the buyer’s mind in terms of the financial outlay versus the value received from the purchase.

This is closely related to the risks involved in both making that purchase and NOT making that purchase.

For the sales person, that’s a lot of things to uncover, explore, define and incorporate as part of the sales process.

That’s why the quality of the sales persons and their ability to openly explore  risk, value and price with the buyer needs to be razor sharp.

Some sales people do better than others.

Refusing to Explore the Risk, Value and Price Relationship Costs Sales

Some sales people will ignore the exploration to a large degree, hoping that the features and benefits will sell their solution easily enough.

This breed of sales person won’t exists for much longer. They create little value, they treat their product/service like a commodity and invite the buyer to do the same.

Often this leads to a no sale or low margin sale…and no-one really wins.

Some sales people will conduct a low level discovery around the issues associated with risk and value, maybe erring more on the value side than they ought. Quite often they’ll lose sales because they are simply selling the ‘positives’

According to Cialdini, an expert on influence and persuasion, people will invariably do more to escape pain then they’ll do to seek pleasure…and so now you can see why just selling the positives will stifle your sales conversion rates.

What’s the Buyer Really Thinking About?

A typical buyer, hearing a typical sales pitch will, primarily, rarely be focused on all the good things your solution will deliver. That’s a given. A tick box exercise completed before your appointment was dropped in his diary.

Instead, your typical buyer’s mind will be reaming through the endless list of risks involved. That’s the list the ambitious sales person concerns themselves with, because that’s the list that needs taking to pieces.

These risks will typically revolve around what happens if he takes your solution and pays your price.

BUT, there is a much bigger area of risk that buyers often pay scant attention to, even though they acknowledge it exists.

Some sales people, in their efforts to keep away from anything overly contentious, will avoid this MUCH BIGGER area of risk completely, and therefore deprive themselves of one of the most powerful sales tools, that, if only they could capture and use this, would almost certainly lead them to close more sales.

YET, still they stay away. Head in the sand. Ruled by fear.

So? How Can Uncovering this Unexplored Area Help You Get the Sale?

It is exploring this much bigger area of risk where the sales person can be of greatest value to the buyer. And in doing so can also positively and ethically help the buyer arrive at the most suitable solution.

The key element that is the missing link for many under performing and mediocre sales people is simple. It’s the discussion around the ‘cost of doing nothing’. The cost of not buying. The risk, value and price of NOT buying from you.

Whilst it’s crucial to remember that demonstrating value is the minimum entry level focus of the sales exchange, the sales person will rarely achieve the sales they could without consideration and balanced exploration of value against price and risk, both in the areas of ‘buying’ and ‘not buying’

What many forget, to their loss, is that there are two opportunities in a well defined sales process to explore pain.

Two opportunities to explore risk. Two opportunities to understand the buyer’s perspective on both.

Using both risk laden opportunities to their fullest extent, helps you and the buyer to shorten the sales cycle. Helps create raving fans. Helps you protect/defend your margins in instances where there is price resistance.

The relationship between risk, value and price in the eyes of the buyer/prospect is complex. Unraveling it for the buyer has a high level ROI. It’s more than worth the effort.

The relationship between risk, value and price in the eyes of the sales is often ill defined. It is often lacking clarity and focus. That alone is costing business, orders, margin and market share.

It needn’t be that way.

Discover how you can gain razor sharp focus in exploring risk, value and price during sales exchanges, because it’ll make the biggest difference to your sales conversion rate, your sales pipeline and your sales acquisition costs.

Just hit the link – Tell Me More

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

p.s. You can check out Free Sales Improvement Guides from Morton Kyle Limited here.

p.p.s Subscribe to our weekly sales improvement and business development guide here – The Advanced Business Achiever

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.

Sales Pipeline Management: Do Not Resuscitate

Sales Pipeline Management: Do Not Resuscitate

Sales Pipeline Management: Your Sales Crystal Ball

Sales Pipeline Management is the key to predictable and stable sales performance.

That means sales growth, sales security, certainty and the ability for any business to produce accurate sales forecasts.

So today, whether you’re a sales leader or a sales person, let’s think about your sales pipeline.

How do I know?

Because proactive sales pipeline management is a daily task. For sales professionals their sales pipeline is their true north.

The sales pipeline feeds the sales forecast…so managing the sales pipeline is a high priority task.

The sales pipeline is the holy grail of sales crystal balls.

Your’s isn’t?

It should be.

Sales Pipeline Management Facts

The profile of a typical sales pipeline will show you it’s a mixed bag; for example.

  • You’ll have some great prospects in your sales pipeline
  • Some rubbish in there
  • You will have new leads in there
  • You’ll have some very old leads in there
  • Some entries in your sales pipeline will be ready to close, some just in the process of being opened up
  • Other records will offer you huge sales rewards and some will barely cover the sales acquisition costs
  • Some you’ll love dealing with, some you’ll want to shoot
  • Others won’t know what they want, some will know exactly what they want but can’t afford it
  • Some will be liars, some will be chancers and some will be using you to get a better price to beat your competitor with
  • Occassionally, youll find those who will enjoy your hospitality with no intention of buying from you
  • Some will have told their team to always say they’re in a meeting when you call
  • Often there will be others who will always see you to chat…picking your brains for free is part of the deal…right?
  • Some will think they know best, yet continue to fail, they want to do it the hard way first

Just a fragment of what you might find in a typical sales pipeline…the good, the bad and the ugly is just a cliche, so how about the prospect, the chancer, and the waster?

 

Key reminder: if you’re like most sales teams your sales pipeline is 90% rubble and 10% gold.

 

Sales Pipeline Management: Think Again

I’m not jesting when I tell you that your sales pipeline should be your Holy Grail. It REALLY is your sales crystal ball if only you’d let it be.

No-more guessing. No more getting half way through the month and realising the sales target is just not going to happen this month.

No. A great, well managed, quality based sales pipeline gives you and your business all the sales intel they need to remove risk and to provide the basis for a health sales result at the end of every month.

Plus, it’s a great start for a replicable sales and business development team…but that’s an aside.

Today

Today, when you look at your sales pipeline, think about this:

Think about getting rid of all the dead beat prospects, all the prospects that are just taking up space, the ones that your eyes fly over without registering any more, the prospects that give you hell and always want something for nothing, the prospects that take forever to pay, the firms that only use you when your competitors have put their account on stop.

Say no to continually calling those prospects that don’t respond to calls, ignore emails, tell you time and time again that they’re the decision maker when you suspect they’re not.

Reposition those prospects that have said yes 10 times and never sent the order, say goodbye to the prospects who give you grief or just call you in to batter you on price with threats to go to your competitor.

Make today the day you say ENOUGH!

DO NOT RESUSCITATE

Your time is precious because you can earn whatever you want when ever you want. If only you can manage your time.

A poorly managed sales pipeline is a killer.

Undiscerning sales pipeline management will definitely diminish your ability to close business effectively and efficiently.

Poor sales pipeline management will also compromise the quality of the sales you close.

Instead of carting around 600 questionable sales prospects (for example) be very cute and very commercially attuned to where you’re spending your time (and therefore your money) and clean out all the gunk because all those prospects that you’ve been nesting in the hope they’ll somehow wake up to the value you could deliver, probably won’t!

Give Up On Being A Sales Stalker

Surrender the wasters to the universe…at best your competitors will pick them up and get mired in the prospect’s maybe promises.

At worst, you’ll have set yourself free. Free to concentrate your fabulous skills, efforts, talents, time and money on prospects that are worthy of that investment.

So with pride, with head held high, and a huge sense of relief and rebirth slap those DNR stickers all over the prospects that are clueless, spineless, not interested, not worthy and just stuck.

Instead, march forward with the brave, the enlightened and the glorious because that’s what you deserve!

Your sales pipeline is your key to sales glory, endless commission and a genuine joy of doing a great sales job…and your discerning sales pipeline management skills are crucial to you achieving this.

Ditch The Losers!

You owe it to yourself.

Fly higher and devote time to the prospects that have the potential, insight, budget and mindset to work with you.

Don’t compromise on the quality of your sales prospects or the quality based criteria in your sales pipeline.

Your sales pipeline management could be all that stands between you and huge sales success.

Happy Selling

For further insights on sales pipeline management as well as information on how you can boost sales and super charge your business development efforts for free – hit the link – The Advanced Business Achiever

If you want to know how to fill your sales funnel and sales pipeline with high quality sales leads – check this out Leads ++

And if you want to discretely discuss sales improvement in your business – contact me, Carol on 0779 002 1885 or carol@mortonkyle.com

You can also check out the blog for articles on improving sales performance, building replicable and scaleable sales and business development systems as well as sales pipeline management, but act fast, because this is the fastest easiest way to boost sales performance – Morton Kyle Sales Improvement

For further insights into sales pipeline management, sales funnel creation and creating accurate sales forecasts – check this out – tell me more

You can also check out the Morton Kyle Sales Audit for a super fast insight into the real reasons you’re not getting the sales results you want, need and deserve.

Here are some of our most recent sales improvement reports – all free, instant downloads

How to Generate High Quality Sales Prospects

10 Steps to Out Sell the Competition

How You Can Increase Profits by Avoiding the Commodity Gap

Fill the Diary with High Quality Sales Appointments

How to Recruit the Best Sales Talent into Your Business and Reduce the Costly Risks

 

 

 

Your Sales Conversion Rates: Your Very Own Sales Crystal Ball

Your Sales Conversion Rates: Your Very Own Sales Crystal Ball

Sales Conversion Rates: The Ultimate Sales Metric…or is it?

Lots of sales leaders and sales people monitor their sales conversion rates since it’s a good top line indicator as to how things are going…from staying steady to gently increasing or, heavens forbid, heading south.

But, I also know some firms who don’t pay that much attention to it at all. Personally, I think that’s a huge mistake and hopefully, soon, you’ll agree with me.

Here’s why…

Sales Conversion Rates, whether you are a sales person or a sales leader, informs you how you are using your most precious money making commodity….time.

Plus: anything that allows you to predict future performance in sales is worth watching.

Very closely.

Sales Conversion Rates: Where do I measure them?

Your sales process, documented and detailed, rigid or flexible, will have certain gates in it.

If you subscribe to my idea of a Plug and Play Sales Model – see here – then you’ll know what I’m talking about.

But, for the sake of speed, let’s assume you don’t.

You’ll know (or should know) how many sales calls you make in a day. How many of those convert to opportunities – meetings (that’s one gate) or quotes (that’s another gate)…or declines, or call backs, or deadlines…(these are all gates too)

You’ll know how many of those meetings turn to quotes. how many convert to orders immediately. How many decline and how many pipeline for another time (that’s another 4 gates). Even more gates will you consider monitoring sales cycle times also.

From your quotes, you’ll get another series of sales gates….

And at the end of that, you’ll get a final, maybe monthly, weekly or daily overall sales conversion rate based activity during that period.

It’s all about knowing what gates to measure

What gates to pay especial attention to and how focusing on the quality of interaction at each of those sales gates can dramatically improve the sales conversion rates for the individual gates as well as overall sales conversion rates.

Further sales metrics that drill even further down into the sales process is you’re serious about really improving your sales performance are detailed here. Just hit the link for your free guide – instant download – The 7 Sales Metrics to Measure, Manage and Monitor.

You see, measuring just one overall sales conversion rate is just not enough…it doesn’t give you a detailed enough picture.

And certainly you won’t be able to do the sales improvement diagnostic you need if you’re serious about really boosting those sales figures…

Sales Conversion Rates: The Fastest Way to Predict the Sales Future

Once you know the metrics at each of your selected sales gates, you’ll have your sales recipe. If you’re struggling as to how to calculate this – see here.

Your sales recipe is the formula, which may fluctuate slightly, allows you to judge sales performance, manage sales resources, predict sales performance, optimise sales resources and most certainly is the first step in creating any scaleable sales model.

It’s also the crux of real sales or performance management program.

5 Things To Think About With Sales Conversion Rates

  1. Too high and it could mean you’re pricing too low, or at least it’s an opportunity to reconsider your offer, your pricing, your route to market, how you package your product/service, and how you compete in the market place.
  2. Too low and it could be an indicator that you need to look at the prospects your chasing and the offer your proposing. On the whole this presents a huge amount of opportunity for positive growth (Click here to find out how one company went from 1:25 sales conversion rate to 1:3, and tripled their average order value)
  3. A sales conversion rate that stays the same (as long as it’s healthy) could mean many things, but on the whole it means you’ve got a solid test bed for testing out some new sales initiatives; namely – testing out new pricing, new positioning, different sales techniques.
  4. A sales conversion rate that’s in rapid decline should set all alarm bells off very quickly. Are you under competitor attack? Is it dissent in the sales ranks? A change in product? A raft of customer complaints? (A branding issue? Pricing problems? Quality issues? Read here about poor customer service nearly killed one firms new business efforts).
  5. A sales conversion rate that’s increasing dramatically – well first thing you do is celebrate…obviously, the second thing you do is monitor customer complaints…and then refer back to my first point.
Sales Conversion Rates: The Sales and Business Thermometer

Sales Conversion Rates are gold to me. At a glance I know who is performing and who is not. I know where to focus my efforts and what to leave well alone.

I know who’s on fire and who needs a fire setting underneath them.

Sales Conversion Rates tell me what types of customers my clients should avoid. What types they should hunt for, what to charge in what sectors, how to pitch and present in those sectors, as well as when to actively hammer a region as well as when not to waste time.

Monitoring sales conversion rates works.

It’s very effective and takes no time at all to set up, and it’s the certain route to optimising sales resources and minimising costly waste.

Happy Selling

Carol

carol@mortonkyle.com

779 002 1885

P.S. To check out more sales improvement insights and business development strategy, then check out our blog  

Plus: to receive weekly sales and business development support, directly into your inbox, just hit the link. Claim your free subscription to the Advanced Business Achiever

Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

Sales Performance: The Best Sales and Business Development System

Sales and Business Development Functions are worthless if there is no sales and business development system in place which is used throughout the business.

With regard to maximising sales performance, what’s the best sales and business development support system look like?

First of all, let’s think about what your Sales and Business Development System should deliver for you and your business.

We could make this a really complex list and you’d probably go no further than a very complex list, so I’m deliberately going to make my list very simple for you.

Your sales and business development system should deliver:

  1. Quality opportunities that convert to profitable sales
  2. A predictable supply of the above
  3. An opportunity to continuously improve conversions at all stages in the sales process

Just three things. That’s all.

Those three things will deliver you the following:

  1. A regular, predictable and controllable supply of profitable business
  2. An opportunity to accelerate sales growth in a sustainable manner at a controllable rate that is appropriate for your business

What more do you want?

I thought not.

What Should Your Sales and Business Development System Look Like?

Again – it should be really simple.

So simple it’s child’s play.

I’ve seen sales processes that stretch around the block and back again…trust me when I tell you, the more complex your sale process, the more things will go wrong AND, even worse, you’ll rarely be able to find the root cause quickly…that means the sales fix is a million miles away.

Keep it Simple.

Like this:

  • Qualified Leads In
  • Meetings Booked
  • Quotes Out
  • Converted Customers
  • Retained Customers

Too simple?

Too right!

But, in reality, those are the key 5 sections that will affect your profit and your sales throughput.

Sure – there are mini sections inside these 5 sections but the reality is – if you manage these 5 sections and the 4 gates in between them, then you’ll be doing what 90% of the sales teams working today ARE’NT doing.

How good would you feel then?

You see, these four gates (shown in red) – from Leads > Meetings > Quotes > Converted Customers > Retained Customers, will show you exactly what part of your sales process is letting you down.

Once you know that, it’s a very simple deep dive to improve that section.

If you want some guidance on what you can do to improve each of the 5 sections – take a look here.

How to Set Up Your Sales and Business Development System?

3 key rules:

  1. Keep it simple
  2. Don’t make it complicated
  3. Remember rule 1 and rule 2

Seriously, I can’t stress it enough…complicated and complex will kill any ambition you have of accelerated sales growth.

You can wave goodbye to highly predictable sales growth and it will cost you heavily in time, profit and opportunity, plus you’ll be forever cursing the day you spent creating a monster that’s unmanageable.

And you know the worst thing? Without such a simple, transparent and segmented sales and business development system, you’ll be FOREVER reliant on the skills of your transient sales team rather than the potency of your sales engine, and if that doesn’t scare you then stop reading now, because if you’re putting your business performance in the hands of the sales team who can up and off, en mass, in a heart beat then you’re playing with fire.

Trust me.

So, top line – how do you set up a Sales and Business Development System for your business?

Take a look here for an initial insight.

Your Sales and Business Development System – 10 Things to Think About.

Transparency – each section (shown above) should have it’s own high level of transparency, it’s own accountability and it’s own check list

Sales Process – have a sales process that EVERYONE sticks to. No deviation, no hesitation, no question – you’ll never be able to scale and replicate a working and profitable sales and business development system if everyone is doing their own thing – this will help you.

Set KPI’s for each of the 4 gates that exist between the 5 sections. They are the KPI’s you manage every single minute of every single day

Metrics – for additional sales metrics to check you’re on track – down load this

Lead Quality – be very very careful of the leads you put in the top of your sales process – your sales and business development system will die a slow and painful death if you treat all leads as being of equal value and if you shove any old rubbish in there…no point keeping count if you’re just counting worthless buttons…make sure your leads are high quality, pure gold prospects you’d LOVE to work with – for more details check this out for advice on How to Build A Great Sales Funnel

And don’t forget these in your Sales and Business Development System 

Get Creative – to drive accelerated sales growth you’ll need to get creative in each of your 5 sections. Here’s two insights  to show you how you can do that – check them out – download – Only Dead Fish Go With the Flow, check out this blog on How To Increase Price.

You’re Selling What? – think about what you’re actually selling, you’ll be able to get a greater insight into this by asking what your customers are actually buying, because once you understand this not only will you be able to accelerate your sales growth you’ll also be able to increase your prices…here’s a guide to help you – just hit this link

Value – think about what value you bring to the buyer at every single stage. If something in your sales process doesn’t deliver value to the buyer, then serious consider getting rid of it.

Managing Poor Sales Performance – you’ll need to be tough, there’s no point putting up with sub par sales performance if you’re a business committed to sales growth – check this out – How to Deal With Poor Sales Performance 

Get Competitive – be prepared to step out of your comfort zone and make some noise, sure you can still keep your operations covert if you wish, but as far as your prospects, buyers and sales force are concerned – be loud and proud – check this out if you want a nudge in that direction.

And one final thing – make sure you’ve got your sales and senior management team on board acting as sales performance improvement functions, sales coaches, sales problem solvers and sales guides…this is a big task and some of your old guard will rally against the change, check here...if you’re committed to accelerated sales growth I know you’ll do what you need to do.

So can any business set up a sales and business development system?

Yes – any business can.

Few chose to.

Many leave it in the hands of the individual sales functions, sales people, sales managers and they pay the consequences when key sales people leave.

Accelerated sales growth relies on ALL aspects of the business pulling in the same directions – that means any business undertaking such a commitment to increase sales and business performance needs an agreed, workable and sustainable sales and business development system.

Few firms have this.

The cost associated in not having such a system is huge – time, money, market share, brand value, competitor growth, missed opportunity, lack of responsiveness, mediocre business and sales performance…all negatively impacting the bottom line.

I hope you think about how your business could benefit from such a system…

Any questions…call me

Carol

carol@mortonkyle.com

0779 002 1885

If you’re looking for an online sales improvement and business development training course – check out TurboCharged Sales 

 

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You’ll know I’m a keen advocate of delivering exceptional value – just check out these two posts to see what ‘delivering value’ is and what it could mean for your business if you decide to go down that route and commit to building a business that never has to worry about finding prospects, customers, clients or buyers ever again. Continue reading

Don’t be a Tree!

Don’t be a Tree!

Where’s the Best Place You Can Think of to Hide a Tree?

There’s no great mystery. No mind games…

The answer is, of course, in a forest…right in the middle of lots of other trees.

Many identical trees. All looking vaguely similar. They may be different species of trees, with different characteristics, varying behaviours in different seasons, but still all trees.

Just trees.

You drive by such forests. You’ve walked though plenty of them. All part of the regular landscape…beautiful, yet typically indistinguishable from each other.

I bet you’re even picturing a forest of trees in your mind now…

What if this is exactly how your prospects views you and your firm’s position within your market place?

You and your business, well, to your prospects view, you’re just another tree in a collection of trees, in a dense forest of trees…

So, Do You Really Want to be a Tree?

I’m guessing not.

You know it’s all too often it’s too easy to get wound up in the daily grind and hustle associated with sales and business development, marketing, filling the sales funnel and working out margins to just sit back and wonder what kind of market place you’re in, as opposed to what sort of market place you SHOULD be occupying…

And even more importantly, to ask yourself…

…if you could fully communicate how brilliant your company is to your prospective customer base, what would that mean to your sales team, your profitability, your turnover and your market share?

Consider This…

Let’s just take a minute…because this is more important than you maybe think.

Imagine you’re seen to be ‘just like all the others’ even though you know you’re not…then it’s a fact that your competitors will be restricting your ability to charge anymore than you already do…what that means is your competitors are restricting your profitability

To break this forced control of your profitability you need to take a different position in the buyers psyche.

Position yourself in a sea of similar products/service providers, and your prospects will select the most transparent common denominator to buy from, this common denominator is typically cost…what this means is that it’s a continual race to the bottom in terms of charges, pricing and margin.

The fact is, if you can’t demonstrate your unique value to the market, expect to fight hard for diminishing returns.

What about if your competitor drops their price, you have no choice but to do the same, or lose market share and watch your sales pipeline collapse…which means that your competitors not only drive your pricing decisions, your margin, they also drive your decision making and your timing.

If you want to sever these shackles, you need to be top dog in the market space

So, let me ask you this.

Who is really running your business? Are you really making the decisions in your business? Who really has control over your business?

Stop!

Because the real question is this:

Are you just there to make your competition look good?

How Can We Help You?

Everything we do is based on putting you, your sales team, your business ahead of the competition.

Whether it’s creating a winning sales and business development strategy, delivering high impact sales training, coaching and mentoring key functions or undertaking root branch sales audits, our aim is to help you exploit your current marketplace, create, develop, expand your market position and create value overload for you with your prospects and customers…

Are You Ready To Step Up?

Book your free consultation on 0779 002 1885 or you can email carol@mortonkyle.com

Down load our free report on stepping up and running your market place – hit the link to get your free copy now Only Dead Fish Go with the Flow, in this report you’ll find insights to help you understand the true cost of being one of many potential suppliers to your customers and also what you can do about it.

Only Dead Fish Go with the Flow is free and you can download it instantly.

So, that question again…

…if you could fully communicate how brilliant your company is to your prospective customer base, what would that mean to your sales team, your profitability, your turnover and your market share?

Contact us now for a confidential chat, discretion assured, on 0779 002 1885 or email carol@mortonkyle.com

And stop being a tree…

P.S. Sign up for your free sales and business development insights – delivered straight to your inbox every week – totally spam free – perfect if you’re looking for new sales training/sales coaching tips to boost the sales team performance, or deliver as mini sales training sessions…always plenty of fresh proven ideas…register here – The Advanced Business Achiever  Totally free and always will be!