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
Because the empty sales guy’s diaries is only a manifestation of a problem then 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 because that’s the REAL cause, 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.
So now 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 never 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, because it’s specifically designed to facilitate rapid sales performance and sales results turnaround.
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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:
Plus for other sales performance and sales results improvement insights – check out the blog – Morton Kyle Sales Improvement