Problem Solving in Sales Performance and Sales Results Improvement: 3 Easy Steps

Home / Blog / Problem Solving in Sales Performance and Sales Results Improvement: 3 Easy Steps
Problem Solving in Sales Performance and Sales Results Improvement: 3 Easy Steps

3 Easy Steps to Being a Sales Detective

Sales Performance and Sales Results Matter! Making sure that the key metrics are on point all through the month is key, plus having the skills and insights to reverse any decline and accelerate any upward trends is vital.

But, before that you’ll need to learn how to be a Sales Detective, embrace the fact that your  favourite question will now be ‘WHY?’

That’s the BIG WHY…

  • Sales results aren’t as they should be…
  • Consistent performance is so elusive because sales performance and sales results are is over the place…
  • Why profit is a fluctuating feast or famine.

In a nut shell…we need you to discover the answer to the question every sales leader asks himself on a very regular basis

Why Am I Getting this Level of Sales Performance and Sales Results?

It’s not what you think…the answer, that is. It never is because there’s always more. So much more!

So here’s your 3 step guide to uncovering they you’re getting the sales performance and sales results you are

The 5 Whys

Write your sales performance and sales results problem down and then ask why.

To that response ask another ‘why’

To that response ask ‘why’ a third time

And so on, until there are no more different responses

The truth is, you’ll get two dozen reasons…some of those reasons will be big, some small. Some of those reasons will be part of one bigger reason, some will be stand alone reasons, some reasons will already be known to you and others will be new.

The skill here is just to keep asking ‘why’ until you get to the fundamental and most basic of answers.

For example – why are the sales guys diaries empty?

Your first response could be – lazy sales team

Why? We recruited badly, cheap people, poor commission structure

Why? We’re not making any money, couldn’t afford better people

Why? Competitors are killing us

Why? We’re too expensive

Why? Competing with China

Why? We’ve always done it this way

Why? It’s all that we know

Why…..

So you see, the empty sales guy’s diaries is only a manifestation of a problem, therefore getting to the root cause is what makes the solution much easier

Cause and Effect 

Get a large blank piece of paper. At the centre of the page write the problem…empty sales guy’s diaries.

Down the middle left hand side write all the possible causes of that.

Down the far left hand side write all the causes of the first line of causes.

And so on and so on…

Down the middle right hand side list all the implications, or consequences of that.

Down the far and side list all the further implications and consequences

What you’ll start to see down the left hand side is some of the common elements that cause the empty sales diaries

What you’ll see down the right hand side is an order of the impact…so you can see if this is a problem that is worth applying your time and intellect to.

For example, if the implications are few, it may be a problem you have to deal with, but perhaps there are bigger problems with more far reaching consequences.

You might come to the conclusion that actually the empty sales diary is the result of poor territory management, data selection and prospect clarity…rather than just blaming it on the reward and bonus structure.

Sales Performance and Sales Results – Best Practice Gap Analysis

Look at the whole sales process – you should have this mapped out, it should be universal and it should be standard practice across the business. If you want to know why you should have a well documented sales process – check this out – Companies with a Formal Sales Process Generate More Revenue

Look at which of the sales guys perform best in each section of the sales process.

Now look at which of the sales guys perform worst in each section of the sales process.

Now you’ve identified another set of causes or you’ve confirmed the causes you’ve identified above.

Pitfalls of Being a Sales Detective

In your role as Sales Detective, you’ll have to fight the continual urge to solve the problem immediately.

That’s not your primary concern…if you do that, you’ll simply be falling into the same trap that many sales leader do.

The skill is in being able to STOP trying to find the solution long enough to allow you to discover what the REAL problem is.

Once you’ve discovered the REAL problem then you’ll most likely be able to solve the sales problems in a heart beat.

Solutions

So, you have now identified all the key causes and problems that manifest themselves in poor sales performance and sales results.

Now you’ve identified some of the causes, then you’re able to evaluate a plethora of suitable solutions, because there is just one simple fix.

Filter through the solutions – apply some creative thinking and beware of some of the pitfalls that will destroy your decision making capabilities 

If you’d like to understand more about the absolute sales performance of your sales and business development function and how to increase sales and reduce wastage in the sales unit – let me know.

The Morton Kyle Sales Audit is an intensive diagnostic and sales improvement tool. It’s specifically designed to facilitate rapid sales performance and sales results turnaround.

Carol

carol@mortonkyle.com

0779 002 1885

For further insights into improving sales performance and sales results, because every day lost really does cost you, then download Only Dead Fish Go with the Flow – a report on how to create value in your business

Plus – here’s a blog case study showing how to increase sales conversions and profits – Here’s the link

Your can also download some of our most recent sales improvement reports right here:

How to Generate High Quality Sales Prospects

10 Steps to Out Sell the Competition

How You Can Increase Profits by Avoiding the Commodity Gap

How to Fill the Diary with High Quality Sales Appointments

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

Plus for other sales performance and sales results improvement insights – check out the blog – Morton Kyle Sales Improvement

 

 

Leave a Reply

Your email address will not be published. Required fields are marked *