SALES CHALLENGES.
it doesn’T have to be this way.
Poor communication. Stalled deals. Missed sales targets.
These are just three of an exhaustive list of issues many companies are facing when trying to improve their overall sales.
Unfortunately, 45-60% of sales representatives are missing their targets, and even more alarmingly 75-100% of sales pipelines do not have a confirmed next step with prospective clients.
In addition to these problems, poor management of forecasting, a lack of reinforced training platforms, and sales representatives who lack the appropriate self-corrective tools and coaching are leading to too many dead and stalled deals, and an overall underperformance across the board.
“Rather than ask what your CRM can do, ask what it doesn't do."
-Neil Rackham
Does this sound familiar?
Talent hiring and sales strategy and its successful execution are critical to your success. Unfortunately. many initiatives fail to produce the desired results. They only appear to be doing well because they’re being slammed by the next initiative and we forget all about the previous one.
Managers often wonder why they can’t get their employees to be fully committed to the business and be accountable. To begin with, companies often hire the wrong people for the job. On average, 46% of sales professionals turn out to be bad hires. Can you imagine how much this costs?
In addition to having the wrong players on the team, too many managers ignore the power of culture and how it can make or break new initiatives.
The undeclared priority of employees’ culture is to survive at all costs, regardless of the outcomes.
So how will you empower your company’s sales team and win their emotional commitment?
You can begin by creating a sub-culture.
You must absolutely have a committed sales team. Every single member of the unit must want what you want. When it comes to changing management initiatives you must explain what will remain and introduce change with specific steps.
The sales team members won’t come out and openly say it but they need to feel safe. They will welcome change provided they are given the right tools and coaching. Otherwise, if they feel threatened they won’t give you 100% emotional commitment. That’s the reality.
Risk Disclaimer:
For this initiative to work, your sales managers must commit to weekly or bi-weekly sales pipeline reviews. Without exception. If any of this resonates with you. let’s have an honest conversation about your challenges and how we may be able to help.