You can easily assess the performance of Sales because there’s always “The Number” (cue scary music)
If your revenue or profit is not what you’re budgeting or hoping for; or maybe not what you think you deserve, then it’s very simple to tell.
Dig a little deeper, though, and it’s more difficult to establish why.
Maybe the quality of leads coming into the Sales team isn’t strong enough, or perhaps you’re not engaging with the right influencers in your customers. Perhaps it’s a team problem and you’ve not got the right quality of people, the motivational leadership or the consistency of sales skills.
Or maybe it’s the nuts and bolts of the sales environment, with prospects not converted frequently enough or discounts given away too readily. Perhaps what looks like a well-qualified lead is actually a waste of everyone's time and your money. Suddenly your diagnosis looks tangled.
Just pulling on the nearest or most obvious loose end can often result in making the tangle worse…
Try to enter new markets or engage with new customers and you distract your team from the day job – the one that currently delivers most of your profit.
Try to suggest new job responsibilities and bonus schemes and the team are tripped up by unclear goals or contradictory measures that drive uncertain behaviour.
Try to impose new measures and processes and before you know it the team think they are tied up in admin at the expense of seeing customers.
And trying to widen the skills that exist within your team when it’s not the root of your troubles only serves to give your frustrated team enhanced skills with which to voice their confusion!
This is where Sales: Untangled comes in.
Beginning with your business, today, we use an interactive and innovative approach to help you and your team capture a rounded picture of how you can better deliver to your customers. This isn’t an abstract strategy document designed to weigh down shelves, it’s a practical, step-by-step guide to helping you improve your sales effort right now.
Facilitated by our lead team, with over 60 years of Sales and Leadership expertise, across multiple sectors, markets and geographies, we can untie the knots that are tripping up your Sales team and help you work out which end of the tangle to pull.
That’s Sales: Untangled.
Get in touch now and we’ll help you grow.
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LIFE IS DEAF
Leadership, ponytails and walking on water21 March 2019
The gym: remember it?...
True2 developed a good manager into an exceptional people person with all round communication skills.
It is really hard to describe what Lynne does. Lynne would say she just asks questions - I would say she performs magic.
Director of Campus Services, Royal Holloway University
Why has it been successful? - Lynne is undoubtedly a skilled trainer who knows her profession, but there are many others who do as well - what makes her different is her ability to rapidly build relationships, her willingness to think outside of the box and the fact she is also a very insightful individual who challenges the status quo and will not let those that she is working with 'off the hook'. In my view the success of any training and leadership development is not the material, this is a given, it is the individual that delivers it, and this is the success story.
Jonathan Coles. HR Director, Philips
Lynne's ability to tailor learning to both the business objectives and the audience has ensured that our people leave with new frameworks, skills and a wider breadth of thinking; all of which can be applied immediately and have instant impact on our business.
Rob Turner, Managing Director, Kinetic Solutions
I thought the session was really engaging - loved that it wasn't death-by-PowerPoint, and really enjoyed the interactive aspects. Really interesting topics covered that made me think so differently about the way I converse with customers; including aspects that I wasn't expecting from the session, but that actually made me think much more.
Fuji Film Service and Support Team Member