Increasing Sale Performance

As a sales manager you need a road-map to help navigate and drive results in a tough market economy. The fact is, it doesn’t really take a great a salesperson (or manager) to achieve quota in times of double digit market returns. But what should you as a sales-leader do when the economy hits the skids?

What are you going to do to ensure your team achieves their targets when the market is flat?

Most managers are promoted into their roles because they were “good salespeople”. Managing a team is very different! Managing a sales team in tough times is very stressful. Many struggle!

How do you as the leader plan to achieve your budget when there is so much indecision and fear in the market? Think about it, do you really know how each of your salespeople are going perform in these troubled times?

For most sales-managers it takes years of trial and error to master the art of managing a team.

The 5 critical skills of Sales-Leaders:

There are 5 critical skills that Leaders must master if they are to effectively move beyond their current limitations and drive increased results, whilst at the same time engaging their entire team preventing them from being poached by the competition.

Sales-Performance Coaching has been proven to deliver the fastest and most effective sales creation vehicle to drive your growth. One-to-one performance coaching is a powerful and time tested sales acceleration strategy. When mastered, it will maximise your growth whilst at the same time help to build a foundation of permanent growth in your business.

Sales-Optimisation Planning when done effectively, is a powerful yet simple tool which rapidly generates measurable results and is easy to introduce, control and monitor for quick wins. Whilst there are many strategy and planning methodologies around, the object of the exercise must be ‘execution’.If the planning process is too complicated or it lacks simple and tactical objectives, implementation gets put into the ‘too hard basket’. Each territory and individual Representative should have an effective plan that focuses on execution and delivery of outcomes.

Streamlined-Sales Process – A Sales-Process Map is a powerful sales consistency creation tool which captures the science for the best way to sell your products/services in your specific market. A well designed Process includes a series of pre-determined customer-focused steps that will enable your salespeople to substantively increase win rates, build customer retention and increase revenue production on a consistent basis. Each step consists of several key activities and must have predictable and measurable performance outcomes.

Sales Skill and Capability Development – For Sales capability training to be effective it must be tailored to suit your selling environment and market. Effective skill development should be based on the principle that 70% of all workplace learning happens on the job and not in the classroom. Whilst your Team may have all been trained in a specific selling methodology, many still fail to implement the elected training methodology to extract its full value. The most effective way to boost the capabilities of each salesperson is to tailor specific selling skills based on their individual needs.

Individual Performance Motivation – There is an enormous body of research out there which points to the fact that we are all motivated and driven by different needs and wants. The most effective salesperson motivation method lies in focusing on the individual.Most sales incentives and motivational drives are generally directed at the Sales Team, whereas an individually based performance strategy delivers far superior results. An individual performance management strategy should be specifically tailored to suit each of the members of your Team with a view to drive their sales development and growth, as well as ensuring the execution of their exclusive growth plan. A programme like this will also have the added benefit of enhancing the retention of your top performers.

As one of Australia’s leading authorities and coaches in sales management, Ian Segail has been involved in the coaching, training and development of sales managers and salespeople for over two decades.

Drawing on 25 years of experience in sales, sales management and leading an HR and training team, Ian brings a strong dose of fiscal reality and practicality to his works as a Sales Performance Coach.

Engaging directly with business owners and both novice and experienced sales managers alike, across a wide variety of industries and selling disciplines, the focus of Ian’s work is to transform sales results for companies by improving sales management practices.

Ian is the author of “Bulletproof Your Sales Team – The 5 Keys To Turbo-Boosting Your Sales Team’s Results” and a number of business articles, business reports and white papers including “The fish stinks from the head!” and “Why Sales Training Doesn’t Work.”