Oh, I’ll just hire a bunch of sales people and we will be fine…
If you are in business you will understand that sales are the lifeblood of any business. And more importantly, profitable sales. You will also be aware that securing profitable sales can be challenging to say the least. If your business has grown to a level where you have a sales team, you will be acutely aware that managing this team to deliver consistently is critical to the success of the business. Yet very few people try to understand and improve the sales process. And the result of this can often be poor sales, frustration and driving your business without clear focus.
When we work with business owners, we like to establish or clarify their sales process. You see, like any other function in the business, sales is a process. For the most part, there is no fame or glory in the process but without a process it can be very difficult to measure results, analyse whats working or whats not working, implement improvements, focus in on specific areas for improvement, give one to one coaching to a team member or general training to the entire team.
You many need a process for new business and repeat business. For the purpose of this article we will focus on new business sales where the prospect or customer does not already have a relationship with your business. In this instance, quite an element of the process may be about generating leads, fostering interest, building awareness of your organisation, establishing a need, identifying a problem in the business that you can solve, identifying the key people you need to influence, building or raising your own profile with them and eventually meeting them. Once this meeting is arranged, we then have a process for the meeting, where, if followed properly will lead to sales being concluded properly with each party being clear on where they stand and if a benefit for both has been established as part of the meeting, the next stage can be agreed.
Too many sales people take the easy approach – no planning, hope for the best, rely solely on their sales patter and personality. In many cases, this will work, but this is very difficult to manage and even more difficult to replicate.
As a business owner or sales manager, understand that you must develop a proper process if you are to drive sales up in a continuous manner. Hiring a coach can accelerate this process – My number is 087 222 720.