There are at least 135 levers to pull to improve sales results from your sales team.
Every sales leader looks for areas of improvement in their sales reps performance….and in doing so, often overlook the real control they have in terms of helping the reps deliver higher conversions, revenue and profit
There are at least 135 levers to improving sales performance, increasing sales revenue, margin and conversion rates, and all dependant on what goes on in your sales team!
And all depend and on the effort you want to put into improving your sales results.
But, first you have to improve your sales team…
Then you can get stuck into all the ways you can set your team up to bring about that sales improvement using those 135 leves.
Just think about the combinations of ways you could use these variables to improve sales performances in your team – mind blowing isn’t it?
In truth, the areas of improvement for sales reps are virtually limitless once you start factoring in the power of their mind, their mental state, their levels of engagement with their role, the organisations purpose and their focus…
That said, I’ve restricted the scope here to covering at the areas of improvement that the sales leader can actively support and lead on…
We’ll do a deep dive on the top 3 areas of improvement for sales reps, then are my go to…the you can scroll mid-way down to get another 47 ways to improve sales performance!
And, if you want to know what else high performing sales teams do, that you don’t then use the contact form at the bottom of this page
3 Easy Ways to Drive Sales Results in the Right Direction…then 47 more!
Specifically selected to be
- Fast acting
- Free to implement and
- Easy to introduce
Sales Performance Improvement in 3 Steps
All Leading to
- Higher Sales Conversion Rates
- Increasing Revenue
- Solid Margins
This is a whistle stop list, but it doesn’t stop there…you can check out another 47 levers below, or if you need more detail, just the search function at the side of this page – you’ll find all the info you need on sales improvement – and if you want to short circuit that, just fill out the contact for on the right hand side and we’ll be in touch!
#1. Areas of Sales Improvement for Sales Reps – Coach Your Sales Team
The number one sales killer is to starve the sales team of 121 coaching time.
Of all the ways to increase sales – this is my number one go to.
It gets that number 1 position on the sales improvement list because it never not works!
Plus, the paybacks are typically high, immediate and it has huge knock on effects in terms of building confidence, team relationships, motivation and engagement, reducing staff turnover, ongoing performance management as well as generally making the office a much nicer place to work.
As one of the many ways to increase sales, sales coaching is the one to focus on…get the coaching habit, make the commitment, there is nothing more important.
You are actually building someone’s skill set directly. It’s the investment connection that boosts the psychological contract value between you and your reps
Not convinced about sales coaching?
You’re not alone!
Not everyone is able to find the time to perform this most simple and effective of sales improvement task.
But YOU should!
Every time I’ve done this, in every team I’ve worked in, I see a spike.
It could be a spike in sales pipeline volume, calls, activity, signed orders, deal progression – but there are spike….
And if, as part of your sales improbvement efforts, your coach your sales team on a regular basis then you get a series of spikes – which is a plateau.
Trust me, it’s an easy fix!
Every team is looking for ways to increase sales – if you ditched everything else and started sales coaching you’d see an immediate spike in sales outputs.
So, here’s a quick set of questions to, hopefully get you thinking about 121 sales coaching differently:
- Identify who on the sales team in working really hard yet not getting the results they deserve?
- Who is experiencing a sales dip, where you know they could do better because they have in the past?
- Which rep is cresting high on a sales wave?
Now: Who Do you Coach?
If you’re serious about finding ways to increase sales, then you coach them all.
Spend time coaching number 1 because they are working hard and hopefully won’t need much steer from a sales pro like you to really hit their stride.
Coach number 2 because they are most likely beating themselves up, so the chance to reflect, offload, and raise their mental energy will mean the world to them, and stop the sales slip getting any steeper.
AND, you really should be coaching number 3, yes that’s right, you’re going to coach the top performer, because they deserve a chance to get some one to one time with their hero (Hero? Yes, you must be their hero, do you know how tough it is turning in great sales figures for someone you don’t respect?), plus number 3 also deserves a chance to show off his top grade skills, and you might just learn something yourself. An added bonus is that once this person is comfortable with having an audience, there is a ready made knowledge back to help other middling performers.
For each of the people in the groups above – set very specific, agreed SMART objectives, then both work together during the coaching slot to make sure those objectives are met.
Remember, you’re in this together.
How much time should you spend coaching?
As long as it takes to see the needle shift.
And if the needle doesn’t shift…tough decision time for you.
If – despite all of this advice you don’t see that you’ll be able to use sales coaching as one of your ways to improve sales performance then I’m going to drop this special offer for you here – Sales Coaching – Special Offer
#2. Areas of Sales Improvement for Sales Reps – Hold a Daily Sales Huddle
No more than 15 minutes in the am.
And another 15 minutes at close of play.
In the am session – Ask every member of the team what they’ll deliver that day. (Hopefully some of these will tally with their SMART objectives.)
In the pm session – Play the above back at the end of the day so the sales day and see if it’s a hit or a miss
No excuses – just a hit or miss.
Coach to narrow the gap during the next day. That’s immediate, specific and growth orientated sales improvement right there. You’ve just got to help them make it happen.
And, over time, this will become their habit, BUT nly once you’ve shown then how much success then can have and how easy it is to control their wins every day.
That’s a huge fix on their sales head game – once your reps realise they can improve their own sales results with their focus and intent, rather than being on auto pilot.
When you’re looking for ways to increase sales, then small steps matter. And this is a small sales improvement step with huge payback, because you only have to start this…then your reps will up their sales performance game!
Your success is a series of lots of small steps so daily spend your time managing the gap between promises and deliverables.
You’ll be surprised the lengths committed sales people will go to ensure they don’t break promises.
Don’t, please do not, make this a news board session or a sharing of admin info type session, this is an accountability activity.
And, someone who consistently breaks promises…well, that’s another tough decision for you.
#3. Areas of Improvement for Sales Reps – Give the Sales Team Total Accountability, Responsibility and Control
Yep, surrender it all to the sales team to deliver or not.
The targets belong to the person.
When you’re looking for ways to increase sales then everyone needs to step up.
Surrendering the sales target accountability to the sales team has a number of paybacks when it comes to improving sales performance
1, Flexibility to deliver – so hit target by week 2 – flexibility for the rest of the month (although savvy sales managers will tap into the commission motivation)
2. Flexibility how to deliver – small deals x plenty or larger deals x stragegic – every one plays to their strengths
3. The reps either have to perform or legitimately explain why the short-fall – time often becomes more precious to the sales rep once they realise that they might not have to account for it BUT they do need to show a specific return on it!
And, micromanagement is old school, no-one likes it, needs it, or benefits from it.
We’re all adults and when the sales results do come in, then everyone wins.
We live in a world of decisions and consequences.
We all have vested interests in investing and committing to increasing the sales results.
If your team can’t accept that, but instead expect that you, as part of the management team, to coax, motivate, chase, hassle, chivvy, drive or scare them into doing their job, then you’ve got the wrong people in your team.
Start again – recruit adults next time!
Sure you could do all of the above from the team…
That’s a really easy thing to do.
Be the engine that motors the whole function?
I have a motto – I can work with anyone at all, I just need to know who I’m working with….and this technique supports that.
Plus, I strongly believe that motivation has to come from within, and as motivated as I am for someone’s success, I can never be more motivated than they are.
If someone is drilling holes in your boat – find out fast.
If someone wants your job – find out fast, and help them get it.
Have your team’s back, if they have your back.
If they don’t…that shouldn’t be a tough decision for you.
To learn more about sales improvement – check out our Free Sales Improvement Guide.
The Morton Kyle Sales Improvement Guide highlights many ways to improve sales improvement, whatever your sales challenge.
There are a multitude of areas of improvement for sales reps, many ways to increase sales results and a myriad of options available to help you – just make sure you’re investing your time, efforts and skills wisely.
47 More Ways of Improving Sales Performance
Improving Sales Performance via Sales Process and Strategy:
- Clear Sales Process: Develop a well-defined sales process that guides reps from lead generation to closing the deal.
- Sales Training: Provide regular training sessions to enhance product knowledge, objection handling, and sales techniques.
- Performance Metrics: Establish key performance indicators (KPIs) and monitor them consistently.
- Ideal Customer Profile: Define an ideal customer profile to help reps target the most promising prospects.
- Lead Qualification: Implement a rigorous lead qualification process to focus efforts on high-potential leads.
- Sales Enablement Tools: Equip reps with technology and tools that aid their sales efforts, such as CRM systems and automation software.
- Competitor Analysis: Train reps to understand competitors’ strengths and weaknesses to better position your offerings.
- Incentive Structure: Design a motivating commission and incentive structure to drive performance.
Increase Sales Performance via Communication and Relationship Building:
- Active Listening: Train reps to actively listen to prospects’ needs and concerns to tailor their pitch effectively.
- Effective Communication: Develop strong communication skills to clearly convey value propositions.
- Building Rapport: Teach reps how to build genuine relationships with prospects, fostering trust.
- Personalization: Encourage reps to personalize their interactions based on prospects’ preferences and needs.
- Storytelling: Train reps to use storytelling to engage prospects and highlight the benefits of your offerings.
- Customer Testimonials: Leverage positive customer testimonials to reinforce credibility and trust.
Improve Sales Team Outputs via Sales Techniques:
- Consultative Selling: Train reps to act as consultants, addressing prospects’ pain points with appropriate solutions.
- Objection Handling: Equip reps with strategies to effectively handle objections and turn them into opportunities.
- Value Selling: Focus on showcasing the value and benefits of your product rather than just its features.
- Upselling and Cross-Selling: Teach reps how to identify upselling and cross-selling opportunities within existing accounts.
- Trial Offers: Offer trials or demos to allow prospects to experience the value of your product before committing.
Sales Improvement via Time Management and Productivity:
- Prioritization: Help reps prioritize leads and tasks based on potential value and urgency.
- Time Blocking: Encourage reps to schedule specific time blocks for prospecting, follow-ups, and other sales activities.
- Lead Nurturing: Implement a lead nurturing strategy to engage with prospects over the long term.
- Efficient Documentation: Streamline documentation processes to save time and keep reps focused on selling.
- Automated Follow-Ups: Use automation tools to schedule follow-up emails and reminders for timely prospect engagement.
Raise the Sales Bar via Continuous Improvement:
- Sales Coaching: Provide regular coaching sessions to review performance, identify areas for improvement, and offer guidance.
- Performance Feedback: Offer constructive feedback on individual sales calls to enhance skills.
- Peer Learning: Foster a culture of knowledge sharing and learning among sales reps.
- Data-Driven Insights: Utilize sales data and analytics to identify trends, strengths, and weaknesses.
- A/B Testing: Experiment with different sales approaches and messages to determine what resonates best.
Improve the Sales Team Motivation and Mindset:
- Goal Setting: Help reps set clear, achievable goals to drive motivation and focus.
- Recognition and Rewards: Recognize and reward top-performing reps to boost morale and motivation.
- Positive Reinforcement: Provide positive reinforcement for incremental successes and improvements.
- Mindfulness and Stress Management: Train reps in techniques to manage stress and maintain a positive mindset.
- Work-Life Balance: Encourage a healthy work-life balance to prevent burnout and maintain long-term performance.
Sales Improvement via Collaboration and Teamwork:
- Team Alignment: Ensure reps are aligned with broader company goals and strategies.
- Cross-Functional Collaboration: Foster collaboration between sales and other departments to address customer needs comprehensively.
- Knowledge Sharing: Create a platform for reps to share successful sales strategies and techniques.
- Role Play: Conduct role-playing exercises to practice different sales scenarios and refine skills.
Share Responsibility for Improving Sales Performance via Innovative Approaches:
- Leverage Technology: Embrace emerging technologies like AI, chatbots, and predictive analytics to enhance sales processes.
- Social Selling: Train reps to leverage social media platforms for lead generation and relationship building.
- Video Messaging: Experiment with personalized video messages for more impactful prospect communication.
- Networking Events: Encourage reps to attend relevant industry events and conferences to expand their network.
Let Your Customer Show the Way via Customer-Centric Approach:
- Customer Feedback: Collect and analyze customer feedback to continuously improve sales approaches.
- Customer Success Collaboration: Collaborate with the customer success team to ensure a seamless transition from sales to onboarding.
- Long-Term Relationships: Shift the focus from one-time sales to building lasting, loyal customer relationships.
- Continuous Adaptation: Stay agile and adapt sales strategies based on changing market trends and customer preferences.
Remember, not all of these will work well for you, but a lot of them will.
Fundamentally, you need to pick that ones that you think you can adopt and adapt…so that while these strategies can help improve sales reps’ performance, it’s essential to tailor them to your specific industry, company culture, and target audience for optimal results.
Too much information to process? No idea where to start?
Help is at hand!
Sales Performance Improvement | BUT Where to Start!
Improving sales, making marginal but solid sales improvements using the 3 ways outlined above is perfectly possible, these three tools are my automatic go to in any underperforming sales function…but what if you want more?
What if you want to go deeper to look at the areas of improvement for your sales reps?
What if you want to bring about a more fundamental, structural or game changing sales performance plan.
If this is the case – then before you do anything else – book a call in and let’s have a chat.
If you’re asking yourself why you should I do this – then let me give you two good reasons:
- How do you know what sales levels to pull, in what order, when and how?
- What confidence have you got that your sales improvement actions won’t actually send your sales results / revenue / profit / margin in the opposite direction you intended?
Of course – if you’re all relaxed that you know what you’re doing – have fun and I wish you success.
If, on the other hand, on your sales imrpovement journey, you think that bouncing a few of your ideas around with someone who’s been doing this for 20+ years then, just fill out the form and we’ll sort a good time out to chat
Look forward to chatting with you soon!
Improving Sales Performance | The Sales Audit
I don’t know about you but I like to know where I’m going before I get in the car!
Maybe it’s a ‘time is money’ thing!
A cost of fuel thing?
Or maybe I just HATE wasting time, money and effort on something when I don’t have a semi-guaranteed positive, pleasant and expected outcome.
My belief in getting to where I expected greatly influences my level of motivation for the journey!
Put anmotyer way – when I know I’m on the right road, then I tend to run faster and happier!
And if I think this way, then I’m assuming you probably feel the same way too?
That’s why the Morton Kyle Sales Audit is the very best place to start.
You can check out the link for more information, but in a nutshell the Morton Kyle Sales Audit is:
- A rapid, root and branch analysis on a your sales performance
- Specifically looking at sales team performance like conversions, revenue and margins
- Drilling down on sales leakages along the whole sales process
- Signposting the problem areas that, everyday are costing your conversions, revenue and profits
And then, at the end of that you get your bespoke sales improvement plan covering:
- Fast action – 30 Day Guide to Improving Sales – fully relevant to you (no cut and paste) the perfect guide for your sales and marketing function to get working on TODAY
- The short, mid and long term issues that need to be addressed, the likley uplift in doing so, and the cost of not dealing with these issues, the why’s and the how’s are all covered in this report and it’s supported by a full knowledge transfer into team tasked with improving sales
Ongoing support or a done for you service is also available as needed
Sales Growth Doesn’t Happen By Accident | Sales Performance Improvement By Design
Unless you’re really lucky!
Sales growth takes applied effort, doing the right things, at the right time, in the right way.
AND, doing anything in the sales function that has the potential to screw with the revenue and conversion is just not worth the risk when you know there is a more water-tight option.
Sales performance improvement has many moving parts. Not all of them visible, and cause and effect an have some unpleasant and unintended consequences, so, if you have the opportunity to:
- Remove the risk around your sales improvements plans
- Bring the whole sales, marketing and broader leadership team with you
- Optimise your chances of getting the sales results you want in the shortest possible time
- Introduce Sales Performance Management and Continuous Sales Improvement as the norm, as well as
- Being able to introduce Balanced Scorecards and robust Management Information dashboards into the sales (and marketing) teams
Then why would you risk your sales performance improvement initiative by doing it any other way?
Seriously looking at the areas of improvement for your sales reps is small scale once you realise that you have over 135 levers at your disposal that can change your sales conversions, your sales revenue, your profits….and ultimately the health and sustainability of your business.
You can remove the risks associated with sales performance improvement and change management in this critical area by working with Morton Kyle Limited – check out the Sales Improvement Profile here…
Your sales performance improvement efforts deserve to be successful so partner with someone who has been through this before
Hi, thanks for visiting….if you’re looking to increase or optimise your sales results, then please book a call to discuss how I can help you (use the links at the end of this box for direct message options) If you need a few more details, then here you go…. I’m an experienced data-driven, analytical sales trainer and sales improvement specialist. Proud to design sales training and sales improvement solutions that stick! Happy to share some insights if you want a quick steer – just book a call, especially if you’re not seeing the sales results you’d like, you’re struggling to know what to do next, or you’d really like to give your competitors something to worry about!
What’s you sales challenge?