Sales Performance Management

Home / Archive by category "Sales Performance Management"
Continuous Sales Improvement | Sales Process Audit to Boost Sales

Continuous Sales Improvement | Sales Process Audit to Boost Sales

What is a Sales Process Audit?

You know there are 100’s of sales levers to improve sales results, how do you know you’re working the right levers to get the sales improvements you need?

The truth is you don’t always know, it’s more intuitive, its worked in the past, it seems to be working now, you read about it in a book…

Sometimes sales improvement is just 100 of mini things rather than a few big things that are done differently

But the question is, just where do you start?

Start Here! The Sales Insight | Sales Process Audit

Just hit the link above for full details.

But Why Should I Get a Sales Process Audit?

Well that depends on you, so I’ll share some of the reasons past clients invested in Sales Insights for their business:

Software client:

Problem: dramatic drop in sales after a long plateau, is a subscription product so recurring revenue took a hit

Discovery: they’d recently invested more focus, energy and money on new business development than customer ervice and retention, ex customers were starting to talk and their credibility was shot.

Solution: power up your customer retention

Business Solutions Client

Problem: loosing 100k+ per month

Discovery: their average sales order value was just 20% of their competitors, they didn’t focus on specific sectors so message was all over the place, sales guys were diverted between sales and new business development as well as account management

Solution: create separate functions for new business development and account management, pick 3 red hot niches and get s robust ROI to demonstrate value, restructure the management team – average order value after 5 months was x5, and team had stopped loosing money

Professional Services Client

Problem: Client retention, poor margins

Discovery: commission structure stopped paying out at 3 months, coincided with biggest client drop off, poor pricing skills based on being unable to demonstrate strong value based ROI

Solution: changed commission structure to reflect a period where the sales person could hand over to customer services/internal team, introduced sign on costs and bulk buy packages, tighter terms and conditions for long term block usage, improved skills on pricing and relaying pricing information and packages.

Could All These Firms Improved Without a Sales Process Audit?

Yes.

Maybe.

Eventually.

Worth the Wait to Find Out?

That’s your call…but why risk it.

Book you Sales Insight Now

To discuss how you’d like to improve your sales results, the functionality of your sales team or simply take your competitors out for a walk next quarter – call Carol on 0779 002 1885 or email carol@mortonkyle.com

To sign up for free sales and business development insights – hit the link – The Advanced Business Achiever – and claim your free subscription.

A sales process audit is your key to releasing the infinite potential within your sales team…so why wait?

Not Every No is a Hard No | Not Knowing the Difference Costs You Sales Orders

Not Every No is a Hard No | Not Knowing the Difference Costs You Sales Orders

Sales rejection is a killer.

And I know.

But what dawned on my last week is that lots of sales people suffer from it and that many more of them are carriers.

It’s just a hot bed of sales rejection germs…

Sales Rejection | Are You Infected or a Carrier?

Check out these symptoms:

A genuine belief that a buyer will say no to your offer.

Sometimes praying that the buyer will say no quickly so you can update your sales pipeline and move on to the next sales prospect who you also expect to say no.

You have a tendency to either close to early, before you can guarantee a yes or…

Maybe you close to late, by which time the buyer has forgotten why he was even talking to you…or

You don’t close at all because you’d rather have some sales pipeline of questionable value than an empty pipeline

When your prospect does say no, you take that no utter something about keeping in touch and end the call, update your CRM and move on

How many of these symptoms have you got?

Is it fatal yet? I ask because sometimes we call catch sales rejection, might just be for a day, a week, a month, may just be when we hand out with certain people…but the first step to recovery is recognising we have it, and then how to cure it.

Because there is a cure.

Sales Rejection | The Story of Stephen.

I see Stephen 4 times per yr as part of a sales audit I do for a national client. Steve is a top performer. He’s the guy I ask everyone to chat with if they’re struggling with sales.

Firstly, because he’s a really nice guy, but also because he treats his prospects and his sales pipeline with respect

Steve tells it like it is. He challenges when he needs to, is great at listening, asks fanatstic questions.

BUT the reason Steve consistently smashes his sales targets, his cross sell lead gen, his up sell, and the reason why his average sales order value and customer lifetime order value is higher than anyone else is because Steve know s how to handle objections.

At this, he is a GOD!

So, having spend the week with Steve and his colleagues I move on to do some preliminary work on a sales turnaround project ready for next month.

Faced with a failing sales function, and some real anti-sales, almost sales prevention, selling techniques during sales call review, I couldn’t help but ask myself, when it comes to sales rejection…

What Would Steve Do?

Here’s the guidelines Steve uses for handling objections, minimising sales rejection and turning that sales rejection into an order and an invoice.

Here you go:

Steve only asks for the order when he knows he’s going to get a yes.

So, Steve reduces the times he can get hit with the Sales Rejection virus.

Until that point when Steve asks for the order and expects to get a yes, he uses that time by being a very valuable person to the buyer.

During which, Steve is simply asking questions.

Steve gets the buyer to clarify their thinking.

He challenges some of the buyers believes about Steve’s solutions.

Steve is also working with the buyer to help the buyer understand the cost of not buying. That’s a cost not just within his own business, but within the buyers, competitive market.

After a while, the buyer sees Steve as a very valuable person to talk to.

In fact, the buyer often calls Steve to have a chat about some aspect of the industry, competitors.

The buyer is interested in Steve’s thoughts and views.

It’s almost like the buyer has forgotten Steve is there to take his money off him!

What Else Would Steve Do?

That’s a good question.

Steve never takes the first ‘no’ as and actual ‘no’.

That would never occur to him to take the first ‘no’ and a final sales rejection.

When Steve hears ‘no’ from his contact what his brain does is flip it immediately into…’I’m not sure at the moment, let’s talk some more and then ask me again’

Do you know how much difference that makes to Steve’s sales performance?

Huge amounts, so let’s take a closer look.

‘I’m not sure at the moment, let’s talk some more and then ask me again’

Ok, so how does Steve flip this?

First of all, let’s understand that Steve, wasn’t expecting this response, because, as above Steve doesn’t ask until he’s sure he’ll get a yes.

So the first thing Steve needs to do is look at where the mismatch is, because obviously he and the buyer aren’t on the same page any more.

So maybe he asks…

Ok, so the time’s not right at the moment. What needs to change, for everything to slip into place so you can go ahead?

Now, think about what this question encourages the buyer to do, and how Steve can benefit from this.

Then perhaps Steve asks, 

Right, thanks for that. I understand where you’re coming from now. You know we talked about you losing £X K every month you didn’t have this solution in place? How viable is it really, as we sit here today, knowingly writing of a loss of 6 months worth of £XK whilst you get these other elements sorted? Instead, together, lets find a better work around than this?

What Steve’s just done, because he’s already calculated the Sales ROI for his buyer before the sales close, is be able to quantify the money lost due to waiting

In doing that Steve’s asked the buyer in the nicest possible way…’Are you TOTALLY insane’.

But the buyer won’t hear that. Instead he’ll see Steve trying to help him save money.

What Steve has also done, is make himself part of the fix with the buyer. Now they are a team. It’s a peer to peer conversation – not a battle of wills in a tense sales arena with the buyer running scared as happens here: Anyone Seen My Buyer?

But it doesn’t stop there

And it doesn’t stop because the buyer has given Steve an insight into what the blocks are, now Steve needs to challenge the buyers thinking and reframe those blocks as something else, maybe milestones, gateposts but certainly not full stops in the sales process.

Steve now goes into a counsellor mode with the buyer, where his job is not to provide solutions, but just to ask his buyer the right questions.

Steve wants his buyer to come up with the solution.

And, Steve wants his buyer to have clarity on that solution.

Steve wants his buyer to own the solution, because, when that happens the buyer doesn’t say no to his own ideas!

What Doesn’t Steve Do?

He certainly doesn’t take the first no

He doesn’t take the second or third no either

Doesn’t offer to leave the buyer to take up the conversation with a competitor

He doesn’t say ‘ok, I’ll update my file and give you a call in 6 months to see if anything has changed’

He doesn’t burn sales leads and opportunities

Why Does Steve Refuse to Catch Sales Rejection?

That’s the killer question in this.

Why does Steve not fold at the first no and so many other sales people just accept sales rejection as part of the job?

Because Steve has a single focus that means he’ll never ever be a sorry victim of sales rejection, and her’s why:

Steve never progresses poor quality sales prospects through his sales pipeline…he cuts then loose when he realises either the prospect is not a fit for his solution or the solution is not a fit for his prospect buyer.

What this means is, that by the time the buyer is ready to be closed, Steve knows its a great fit, there is huge value for the buyer and that the buyer knows this.

Which means it’s not about shoe horning a solution in, it’s simply working out the the final details based on a foundation of great advice, trust and education.

Steve doesn’t carry low level prospects with a vague interest in buying with a low value payback on his solutions. He leaves those to the other competitors in his field.

Sales rejection, and the potential to be subjected to sales rejection starts at the very beginning of the sales qualification process.

Steve knows this.

That’s why he has the best sales conversion rate. The highest average sales order value, the biggest lifetime order value. Why he smashes his cross sell lead generation target and why CSI score is the highest in the team.

Discover How You Can Avoid Sales Rejection Too

You can join us on or bespoke or open B2B sales training courses – you can check out the dates for the Sales Improvement Workshop here

Or,  to embed a B2B sales training course and continuous sales improvement culture into your sales function, take a look at TurboCharged Sales

To discuss how to build a productive, efficient and high performance sales team, call Carol on 0779 002 1885 or email carol@mortonkyle.com 

Sales rejection need not be a sales killer but leaving handling sales objections to the end of the sales process definitely increases the chances of experiencing the symptoms which could so easily be avoided.

 

 

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.

Free Sales Health Check | Book Now

Free Sales Health Check | Book Now

The Free Sales Health Check – Your first step on your road to sales clarity and focus.

Book now for your Free Sales Health Check

If you’re struggling to see the real potential of your sales team…

When you’re tired of wondering if your expectations are too high, or if the market is really that tough…

If you feel your sales team should be delivering at a higher level…

Or maybe it’s as simple as you know something needs to change in the sales team, but you just don’t know what or where to start…

Worry No More | Book your Free Sales Health Check Now

I focus on looking at the easy wins in your sales team. After all this is the home of the 30 day Fast Track Sales Improvement plan and the Plug and Play Modular Sales Improvement System.

I’ve found, over 25 years that Sales improvement need not be complex, and it rarely requires drastic action.

But it does involve you knowing what’s  causing your sales problems.

Because once you know that, you can apply your wisdom and knowledge, and considerable focus to solve the issue/s.

That’s where your free sales health check starts.

Book Now

It’s two hours…to discuss any sales issues you have.

You can send across anything you need pre-event.

We can focus on a very specific issue or sales performance in more general terms.

The choice is yours. All yours.

In total confidence.

And there will be no sales pitch – this is a free exchange of information.

Just call 0114 236 1221 or email carol@mortonkyle.com

Why?

I’ve spent the last 14 years doing mainly sales turnarounds, sales builds, sales rescue and sales improvement programs, training sales teams in highly competitive environments, structuring sales teams, sales functions, sales process and sales strategy.

Now I have lots of sales insights and I need to commoditise those, but first I need to understand what some of the biggest sales challenges are out there, for firms in all sectors, all sizes and all ages.

So you see, you’ll be helping me as much as I’m helping you.

Fair? I think so…do you?

Terms 

For the reason above, this is a very limited offer and may be on offer infrequently as the business transitions, however, I aim to engage withing 24 hours of receiving your booking request, and aiming for the consultation to take place no later than one week after we set a date.

If you’re still thinking about it…pick up the phone anyway, 10 mins and we’ll know if it is worth your time.

Just call 0114 236 1221 or email carol@mortonkyle.com

Whilst you’re thinking, here are some of the subjects we’ve covered recently: how to roll out price increases when the competitors are discounting, how to recruit better quality sales people who stay longer than 6 months, how to remove a long serving sales manager who’s not responding to the needs of the business, how long to give a new sales team before starting formal performance management, what should a good commission structure look like, increasing activity levels without everyone claiming over work, qualifying great sales prospects, what should a good sales process look like…

What do you want to talk about?

Sales Improvement – 6 Ways to Amp Your Sales Results on Zero Budget

Sales Improvement – 6 Ways to Amp Your Sales Results on Zero Budget

What is not having a system that delivers predictable sales results costing your business?

Every firm is seeking continuous sales improvement. They would like to achieve that on zero budget. Every firm seeks predictability and stability.

It’s the Holy Grail because once you’ve cracked that formula for your sales lead generation and closing, then you can simply plug and play and collect the cash. Simply put your sales process delivers great sales results consistently. Primarily due, to a large degree, to you removing many of the failing and costly variables in the sales process variables.

The result? Predictable sales growth, high level of sales stability, fewer peaks and troughs. Plus higher levels of confidence in the future…exciting times? You bet!

And it won’t cost you, because you’ve probably already got all the resources you need…it’s the application of those resources that’s causing the gap.

It why so many firms miss out on implementing the key elements of a predictable sales system!

It’s costing them, and maybe you, fortunes, every single day. Business is sitting on the table or even worse dropping into competitors laps way too easily…and what’s even worse is that margins are being compromised on sales that are landed.

Predictable Sales Results and Continuous Sales Improvement

I’ve completed two quite intense sales audits this month and something struck me as quite odd.

Whilst writing their respective and separate 30 day improvement plans, I saw more than a few common elements between the two firms problems. The common elements existed even though the sales teams operated in different industries, selling different products, each firm operated at different price points and are selling in to different decision maker levels.

What was even stranger was the key common elements existed even though one firm was doing ok, but had plateaued, whilst the other sales function was in a real long term sales dry patch.

Despite all of this the root causes were essentially the same.

The question is; are they the same for your business too?

So What Does That Mean?

Very few firms go from soaring success to total sales nose dive over night. Maybe occasionally if there is some disaster or unplanned legislative changes, so I can can accept that depressed sales performance is a spectrum that can slowly morph from a plateau to a dip to a dive to insolvency…

However, this doesn’t distract from the fact that there are critical success factors. It is the absence of these critical sales success factors that sets of the chain of events that see sales results start to slip and then dive…

Predictable Sales Results – Is Your Sales Function In Danger?

When you look at this list below, just remember that any sales function can address these issues immediately. Remember that providing your take quick action you’ll see some sales improvements.

I hope the list gives you food for thought, and also a cause to take action if you’re seeking predictable sales results and the huge benefits associated with such predictability.

How many of these easy to fix sales improvement options are available to your sales function, and what could your sales results be if you looked at implementing just a few over the next month?

Don’t try to do all of these at once.

You’ll get on everyone’s nerves and be the sales dictator that no-one signed up for. Just pick two or three and see what happens:

  1. Look at your sales management information at least half daily…personally I like hourly because that way there can be no slippage…but half day might work for you. This does two things. Firstly, you get an opportunity to praise high activity/high results success. You get to ask questions and unblock any issues with the rest of the team. Without a decent level of activity, everything else is meaningless. Get on top of activity and stay there. Which does not mean managing the team by numbers – any monkey can do that – look at their conversion rates, look at the meaningful outcomes, look at who is closing, advancing sales and who is simply going through the motions.
  2. Don’t confuse talk time or client facing time with selling time, review the selling process. Are sales execs qualifying hard enough? Closing soon enough? Educating, questioning, advancing the sale fast enough? Are they having an easy chat and picking the low hanging fruit?
  3. Get embedded in the team – the fastest way for any manager to change the sales performance of the team is to start a high intensity side by side sales coaching program. Don’t think you can do 3 or 4 hrs per day sat coaching the team? Of course you can! get your mobile device so you can work any where and simply plug in. Nothing better than someone listening in to really get a sales person to up the game, and you get the chance for immediate 1:1 feedback. Win!
What Next?

The top three issues should bump your sales results considerably…but there are three more I want to share with you:

  1. Pay attention who the sales execs are pitching to…the number of sales execs that pitch to gate keepers in the hope they will put them through is a shocker (but they need the talk time right? of course, that’s why side by side coaching is so important). It’s also important that your sales execs don’t try to be Idiot Converters
  2. Have a performance improvement plan for everyone, (I call it a sales coaching plan) and just as the doctor leaves your notes at the end of the bed during a hospital stay, fill in the daily report card on what needs to improve daily due to your coaching and guess what? You’ll see fairly rapid sales skills improvement, and the inevitable knock on affect of more sales, better quality sales…in less time.
  3. Don’t treat your performers and your non-performers the same…I’m not explaining this further, you’ll know what I mean by this
So Will You Get Predictable Sales Results?

You’ll be well on your way.

Building a business development, lead generation and sales closing system that delivers predictable sales results is not just 6 bullet point.

The points above are 6 key reasons why firms DON’T get semi predictable sales results, and are in a sales slump/dive.

Don’t ignore the obvious.

The market is no tougher for you than anyone else.

The buyers are no more exasperating with you than your competitors

The economy is not penalising you, it’s impacting all.

Don’t listen to it.

Take control of what you can control (click here if you’re totally out of control or heading that way…) and you’re well on your way to predictable sales results…

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

P.S. Want to receive a regular feed of sales improvement and business development tips? Then simply claim your weekly free (and span free!) subscription to The Advanced Business Achiever. It’s great for sales meetings, in house sales training, daily coaching and daily huddles…

P.P.S. If you’re looking for a way to create your own internal sales and business development system to predictable sales results…you can find that here TurboCharged Sales 

And if you want to book your very own Sales Audit – hit the link here for more details. Or give me a call for a confidential chat 0779 002 1885

So, lots of ways to get predictable sales results…let me know how you get on

Higher Sales Performers use Sales ROI – Do You?

Higher Sales Performers use Sales ROI – Do You?

If You’re Not Using Sales ROI….

When Sales ROI is such a powerful sales tool then you are a fool!

I wish there was an easier way to say this, because it’s not nice, but well there isn’t.

If you’re offended then hopefully you’ll think about working differently. Hopefully you’ll be offended enough to do something about it.

If not, well…

What is Sales ROI?

Great question. Forget about all the hot leads you wish for.

Those warm prospects.

The incoming calls and the warm word of mouth referrals because unless you flex your Sales ROI muscle, you’ll convert fewer than you should/could.

Even worse, your sales cycle will be longer than it needs to be, therefore your margin will most definitely be lower than it should be AND you’ll waste so much time.

Forget about reaching sales targets early, if at all.

Get used to the month end stress of shredding your sales pipeline just to get a zero margin deal in before month end!

Selling £1 Notes For 10 Pence

When I first started in sales, I quickly found out that some people just don’t want what you’re selling.

On that day, in that way, in that colour.

With those terms blah, blah, blah.

You know that type of buyer.

Those prospects who wouldn’t consider buying a £1 note for 10 pence an ok deal. You notice I said ok and not great.

So, I decided.

I wanted to avoid those sales prospects as often as I could.

I wanted to find serious prospects ASAP because those guys I could convert fast, with a high margin and with a total win-win solution.

Those buyers, they respected the value I bought to the table and I understood what they needed. Happy days.

Sales ROI and Risk

All I needed to do was to realistically prove that by buying my service/product they would GAIN GREATER RETURNS than whatever money they would ever spend with me.

The faster I got that PROOF out the way, the faster the close came because in many instances, prospects aren’t as worried about the cost of the purchase as they are about the risks involved in the purchase.

And guess what? As an added bonus, hardly anyone queried my prices because they didn’t need to any more, because they knew they were going to win, because I’d proved that too them before I asked for their business.

Sales ROI can do that because that’s what it’s designed to do.

56% of buyers claim that one of their key requirements for buying is that they enjoy the sales process.

Sales ROI ticks that box too…it’s the easiest and fastest way to engage the buyer in the process.

It ticks the logical box, it gives evidence to support their emotional decisions.

Why wouldn’t the buy?

You know, that is EXACTLY what my buyers used to say too!

Why Doesn’t Every Sales Person Use Sales ROI?

I’ve seen lots of sales people simply not be able to get their head around doing it…primarily I think because they don’t like talking about money (don’t ask)

Other sales people, well, they’ve told me they like selling how they are selling and that’s good enough for them. Good enough is such an interesting turn of phrase don’t you think…I guess their salary is good enough too, and they life, and their car, and their house…just good enough…

But let me tell you this.

The sales professionals that get it, try it, adopt the Sales ROI sales structure as their own, those guys that have some fun with it, that use it to reduce buyer defenses and so get rid of objections and boring and long sales processes, well those guys just never look back…AND their customers love them.

Discover Your Sales ROI

Come along to any of our sales training course – all through the UK – in house and open – just fill out your details and email me carol@mortonkyle.com or call 0779 002 1885…let’s have a chat.

Happy Selling

Carol

p.s. You can check out our online sales program TurboCharged Sales, or come along to one of our monthly Sales Improvement Sessions where we show you exactly how Sales ROI works for you…

p.p.s. Hop over here and collect your free subscription – Hot Sales and Business Development Tips – straight to your inbox weekly – perfect for feeding weekly team meetings, daily huddles and coaching sessions – it’s free and spam free too

For an online sales improvement and business development plan – check out TurboCharged Sales

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

Three Sales Myths That Cost You Sales – BUSTED!

Three Sales Myths That Cost You Sales – BUSTED!

Sales Insight

Every business leader craves real, meaningful and timely sales insight. If that’s what’s bough you to this page then check this out

Meaningful sales insight is so important, especially since much of the information floating about will leave you mired in superstition and folklore…not so good when you’re aiming for sales improvement.

I’m a scientist at heart. That means all things are semi-predictable and there is typically a cause and effect at play somewhere along the line, you’ve just got to dive in far enough to find it.

That’s why sales myths like this just blow my mind (and not in a good way) so here they are – busted once and for all.

MYTH 1: It Takes 7 Touch Points to Make a Sale…

Sure if you’re THAT incompetent…hell, let’s make it 25 and really over egg the pudding.

First Fact – the longer the sales cycle the greater the chance of the competition joining the party. That what you want?

Second Fact – with more touch points, I guarantee, you won’t be increasing the sense of urgency, you’ll subconsciously telling the prospect he’s got all the time in the world.

Third Fact – who has that much time to WASTE?

Fourth Fact – ok budgets are on hold for specific release dates, decision makers are sometimes wrapped in endless buying criteria cycles and decision making nightmare. BUT…if your sales contact plan is predicated on 7 touches you might be giving the sales cycle just a bit too much time

Sales Insight 1: Understanding the decision making process and the buying process is key to shortening the sales cycle.

To find out how to REALLY SHORTEN the sales cycle, kick the competition out and engage the prospect in the SHORTEST possible time – check this out

MYTH 2: There is Less Competition in the Extra Mile

You’ll all have seen the stats claiming that most sales people give up after 2 follow up attempt. The same stats that claim most orders are placed after 12 follow up attempts. Is this true?

So what do these stats actually tell you?

  • Some sales guys are cut and run merchants?
  • Sales guys are super hot at qualifying and have made a commercial decision to ditch a prospect who’s not worth the time/effort investment?
  • Some ales guys can’t invoke prospect urgency and curiosity in any shorter time frame?
  • Some sales guys are stalkers? (12 follow up calls and I’d be changing my telephone number if I were the prospect!!!)
  • Prospects are just playing the long game?Trying to get the sales guy to panic and drop the price (‘cos that never happens!!!)
  • Sales guys can’t close!

Any, all, some, none of the above could be true.

But, based on 20 years experience let me tell you what I know:

  • Most sales guys don’t know how to shorten the sales cycle, and this is simply because they often don’t think to, which means they don’t ask for the buying criteria or the decision making criteria before they invest their valuable time in the sales process.
  • Sales guys who maybe lack a little focus and who don’t love new business development typically fall in to the Sales Stalker camp. It’s easy there, they feel busy, they can boast about the value in their sales pipeline…
  • Prospects are not always fast to make decisions – that’s why having the sales person create urgency is sooooo very important.
  • Some sales prospects will drag their heels because they just KNOW that it’s the fastest way for the sales guy to get nervous and drop the price (smart prospect huh?)

Do I believe the stats? Maybe…

Do I think it’s good use of a sales persons time to chase 12 times? Rarely…

I’d rather have a process that didn’t rely on that…if you’d like the same process – check this out

Sales Insight 2: Getting in principal decisions/agreements at every stage of the buying cycle/decision making process is critical to ensure your buyer is not simply a chattering head with no intention of committing.

MYTH 3: Sending 20 Sales Emails is as Good as Having 20 Decision Maker Sales Conversations

Internet businesses are springing up all over, telephone numbers are disappearing from websites, everything is done via a contact form or an email.

Why is that important? Well these firms boom, record sales, mega growth and wow. All supposedly on the back of email and online interactions. That’s amazing.

And it’s turning the heads of B2B sales people because they got to thinking that people buy from emails, that people will read 12 page email brochures, that buyers click a few buttons and send the purchase order.

Oh if only.

Sales guys think a great email is as good as a great sales conversation. NO WAY!

I’ve seen good sales people fail miserably because they forget (displacement activity) to pick up the phone every single chance they got. I mean really tanked. Off a cliff tanked.

Likewise, I’ve seen mediocre sales people smash sales targets because they worked the most effective sales channel harder than their email writing, social media surfing, LinkedIn connectors!

Sales Insight 3: Look – both routes work. But neither route works to the exclusion of the other.

Sure, social media is great for research, relationship building, building highly qualified lists of prospects. But it’s the sort of activities that can be done at any time, BUT not during core selling hours and not to the exclusion of picking up the telephone.

So What?

I did a sales audit last week. Some sales guys were spending as little as 20 mins a day on the telephone and the Sales Director wondered why sales results were nowhere near what they needed.

Strangely no-one could really identify where the rest of the day went. They just knew that it went. The figures showed that wherever it went, it wasn’t on generating sales, feeding a pipeline or creating value that prospects were prepared to pay for…so, go figure.

We need to understand what sales channels work best, and work those, because that’s where the sales results are.

The Sales Improvement Workshop is designed specifically to get the juice back in to talking to prospects. Get the sales function having proper sales based conversations. Sharing sales insight. Delivering business development and sales techniques that will destroy all the myths that are leading to sales people losing focus.

This course can be delivered internally or it’s run monthly in Sheffield. Just call or email to discuss which option is better for you, contact details are below.

What Next?

Book Your Sales Audit. If you’re looking to improve your sales results, then before you do anything, book your Sales AuditIt’s the fastest way to identify all those areas that are stopping you getting the sales results you deserve. Delivering sales insights that allow for targeted and focused sales interventions…instead of buying into the the sales folklore and myths currently derailing your sales results.

Book now.

Happy Selling

Carol

carol@mortonkyle.com 0779 002 1885

p.s. You can also subscribe to a free weekly sales insight and business development newsletter. I’s great for supporting daily sales huddles, internal sales training and sales coaching sessions. Subscribe here – The Advanced Business Achiever 

 

 

Relevant Sales Activity and the Equal Odds Rule

Relevant Sales Activity and the Equal Odds Rule

In Sales YOU have as much chance of winning as losing.

Where you engage in meaningful and relevant sales activity…

You have as much chance of getting a customer as getting a rejection.

You have as much chance of succeeding as failing.

Your chances are equal.

Need more proof?

The Equal Odds Rule was published by a Harvard psychologist, Keith Simonton in 1977.

Check out James Clear for more information.

Here’s my 3 line take:

  • Sales is actually a numbers game.

So get dialing! Get talking! Networking! Profile Building!

  • You have to be in it to win it!

If you’re not dialing, talking, networking, profile building you’re not in it!

  • Your chance of failure AND success increases with your level of activity

Extra dials, the more rejections you’ll suffer, therefore the more success you’ll enjoy.

So What?

The Equal Odds Rule is simple. You’ve as much chance of success as failure, and it’s really that complicated, or that simple, depending on how your brain is programmed.

BUT too many sales people aren’t even in the game, not at all. They just think they are, and that’s where it’s dangerous, for them, their employers and their sales forecasts.

They don’t believe that the harder the dial, the more they dial, the more people they speak with, the more people they meet with, the more networking they do (online and offline)…they just don’t get the Equal Odds Rule and it’s predictor of their fate… or their success

Cutting to the Chase

It’s not about saying no to maxing the level of activity, it’s now about just one thing…

Maxing Out the Level of Relevant Sales Activity

Activity = Failure/Success can be replaced by Relevant Activity = Failure/Success

What Does Relevant Sales Activity Look Like?

What’s your WEEKLY relevant activity schedule look like? For example…

How much time do you spend

  • talking with customers to get referrals?
  • with customers building relationships?
  • engaging with prospects?
  • with influencers in your industry?
  • encouraging dialogue and courting referrers?
  • nurturing relationships in your LinkedIn Groups, Facebook communities, Twitter sphere?
  • scouring LinkedIn and other such data sources to build comprehensive family trees of suitable organisations with relevant contacts?

Plus:

  • What efforts did you invest in working towards being recognised as a ‘go to expert’ in your industry?
  • How many educational posts did you put out this week?
  • Count the people in your personal/professional network your helped this week?
  • How much goodwill did you create via referrals/introductions across your network?
  • Did you spend enough time leveraging your personal network for your benefit and for the benefit of people who know you?

It’s not my job to point the finger and tell you what you should do or even what your Relevant Sales Activity should be, because I have no idea about you, your ambitions or how you currently work, instead I’d ask you to reflect on how you spend your time and how you could better spend your time to make sure you weight the odds in your favour in the Equal Odds Rule.

You have as much chance of winning as losing…you just have to be in the game.

To what extent are you really in the game?

Here’s the Truth about Relevant Sales Activity

Whether you believe the Equal Odds Rule or not, just think about it, there is an inevitable fact.

The more you are out there as a proactive sales person, the better you will get at your craft, the greater your skill, the better your professional profile, the higher your status, the better your sales skills will be.

You’ll get all of your ‘failures’ out of the way, by default, you’ll improve your chances of winning.

Work the Equal Odds Rule because you can’t lose.

You can take control of your own sales career now and focus on the absolute and critical sales success factors, and create your own relevant sales activity – just hit the link here – tell me more