Sales Team and Process Review

Who: Owners and directors who want and need to achieve more from their sales activities

How: This is a 1-1 Engagement

Duration: 5-8 Hrs depending on complexity

Why:

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, albeit slowly. Too many small businesses limp on like this for years however the good news is that it does not have to be this way.

The underperformance can come from poor management as well as sometimes poor quality salespeople. A good salesperson 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. They also need training and development which is often lacking in small businesses.

What will you gain from the engagement:

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.

Your takeaways:

1. A clear picture of what works and also what does not

2. How well you differentiate yourselves

3. How to increase margins

4. Improved understanding of managing sales teams and the required reporting data that you need

5. Creation of a prioritised plan of action with clarity of the benefits and gains that this will make

You can then action the plan on your own or with external help, building your way to a highly profitable, performing sales function.