Sales Performance: How do I Improve it?

You need to, and want to, improve Sales Performance but don’t know where to start. I recommend you start with an in-depth look at your sales team’s selling capabilities and finding ways to address shortcomings.

Some of my clients, like Jack , are frustrated: their sales people are underperforming, but they don’t know where to start fixing the problem. They need to assess the selling capabilities of their sales teams, and ask questions like, Can my sales team generate more new business?”

Problem: Jack is ready to take his business to the next level and win more new accounts, but he first needs to identify the root cause for the sales growth limitations.

Improve your Sales Performance – Ask these questions:

Is your sales manager able to hold sales people accountable for reaching new business targets? Sales Managers also need to be assessed for warning signs like: Need for Approval, Difficulty in recovering from Rejection and Allowing Excuse Making. These could seriously jeopardize their ability to hold the sales people accountable.

CAN your sales people hunt for new business?

WILL your sales people hunt for new business? Note: these are two very different questions. It’s critical to understand both the CAN and the WILL, before committing to any growth goals.We offer sales-specific assessments to give sales leaders the critical data they need to effectively improve sales performance.

The results of Jack’s sales team analysis identified most of his sales people as Gatherers; they wait for prospects to come to them, then they engage.

I suggest these action steps to improve sales performance.

Identify and define the optimal sales profile for your business;
Assess the performance gaps in the sales force;
Create a customized sales coaching and development program;
Hold sales people accountable for self-growth, and;
Build a long-term focus on mastery through coaching.

Jack’s frustration – and yours – can turn into improved bottom line results when you use a proven strategy to improve sales performance.

You may find inspiration in my eBook, Targeted Sales Focus, which presents strategies you can use to identify and sell to your target market. Download your free copy here.

SALES GROWTH QUESTION: What can you do to improve sales performance in 2014?

SALES GROWTH LESSON: You need a proven strategy to improve sales performance.

NOTE: As an EBITDA partner, I invite you to read our partners’ regular blog posts.

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