Sales Team and Process Review

This is a 1-1 Engagement

People who engage me for this review process are looking to improve and fix challenges they face within their sales function. Poor sales numbers and poor margins are often a sign that something is broken. If you are not growing (revenue and margins), because of the impact of inflation you are dying, just slowly. Too many small businesses limp on like this however the good news is that it does not have to be this way.

The review looks at all steps of the sales process, from generating the right quality of leads, through to receiving an agreement.

Very often, if an owner has not had any formal training this looks like a fairly simple process however in reality it is quite complex.

Just ask yourself the question: Why do salespeople firstly command such large remuneration packages in the marketplace and also, why do a lot of them seem to be underperforming. This can be an extremely frustrating area for owners, paying a lot of money without real control. Not a comfortable place for owners to exist in.

The underperformance comes from poor management and often poor quality salespeople. A good sales person requires excellent self-management, not just to do the stuff that is boring, repetitive and tough but also enormous amounts of resilience to deal with everything from hundreds of rejections to having to perform under pressure.

Like all complex things, to fix it you must be a specialist with training and experience, (you stopped servicing your car 20 years ago) and you have to split it into its constituent parts and see what is working and what is not. There are generally over 30 different elements that need to be looked at in a normal sales process, even for small sales values.

The aim of this engagement is to enable you to work out where you are, what you actually have and understand what needs to be changed and when. You can then put a plan in place, alone or with help, to build a highly profitable, performing sales function.