The economy is changing, buyers are more skeptical and you are working harder and longer for the same or less revenue. You have concluded the necessity for or have been asked to lead a change initiative. The problem identified is that what you or your organization have been relying business development specific simply is not working to the point where you can gain the traction necessary to get to the next level. The time, energy, effort and desire are present, however real change and the results are not.
Thursday, February 11, 2016
WHY BUSINESS OWNERS COMPOUND THEIR SALES PROBLEMS, AS OPPOSED TO DEALING WITH THEM HEAD ON. THE MAJOR MISTAKES THAT LEAD TO THE SALES PLATEAU!
Get your Complimentary CEO Growth & Sales Barrier Tool Kit Visit: http://ow.ly/B8y4q to request your CEO Sales Tool Kit.
Looking for Top Sales Producers? Request Your Complimentary “Recruiting Top Producers” Information Package. Visit: http://ow.ly/B8yMw
Presidents, Business Owners and CEO’s all have, for the most part, good intent. In fact we all do what we do because we believe that it is the right thing to do. Unfortunately it is not always the most effective thing to do.
Sales ineffectiveness and pipeline bottlenecks ultimately create a situation where companies work harder and longer yet fail to gain real traction. This in turn results with the organization being stuck atop a sales plateau.
Opposed to dealing with the real root cause of sales ineffectiveness which in turn leads to bloated pipelines, which leads to a complacency in the mind of the sales team, business owners instead begin a process which is a series of common mistakes. This process is not relied on because management intends to set out to sabotage the company. We will first outline the process, and then we will detail the mistakes. This process is relied on because many at the top fall prey to several issues.
1) Business Owners become conditioned to the excuses, lies and reasons for deferring change by the sales team. They come to believe that 50%, 60% or 70& efficiency is the best they can achieve. In other words the Business Owner accepts 50%, 60 or 70% effort, yet they are held accountable to 100% of the salaries, commissions, bonus, benefits, advertising and marketing and other expenses necessary to maintain the sales team.
2) Business Owners fail to change their sales team’s minds, resulting in failure to change their routine.
3) Business Owners do not realize that in order to get someone to “think” differently, they first must get them to “feel” differently.
4) Business Owners want and desire change, yet fail to uncover their sales team’s “incentive” to change.
To Read this tip in full please visit http://www.peakperformancesalestraining.com/content/why-business-owners-compound-their-sales-problems-opposed-dealing-them-head-major-mistakes
Why CEO's, when faced with Growth obstacles resort to Self-destructive Strategies
Mistake # 1 They impact their margins by adding to their sales team opposed to solidifying their existing team currently who are under-performing. To add to ineffectiveness, they rely on past lackluster hiring criteria in order to increase the number of feet on the street.
Request Your Free “Recruiting Top Producers” Information Kit
Visit http://www.peakperformancesalestraining.com/Recruiting/RecruitingToolKit
Mistake # 2 They again negatively impact their margins by investing into more advertising and marketing campaigns instead of dealing with the problem of poor qualifying, poor closing skills, and poor follow up on leads previously developed. In effect they spend more to get more leads to have more opportunities to close less business!
Request Your Free CEO Sales Management Information Kit | Sales Tools
Identify the Top Sales Obstacles facing Business Owners that Impact Growth
Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
To read the balance of this tip please visit http://www.peakperformancesalestraining.com/content/why-ceo%E2%80%99s-when-faced-growth-obstacles-resort-self-destructive-strategies
The Major Sales Management Factors that Lead to Poor Sales Performance
Get your Complimentary CEO Growth and Sales Barrier Tool Kit
Please visit: http://ow.ly/B8y4q to request your CEO SalesTool Kit.
Looking for Top Sales Producers?
Request Your Complimentary “Recruiting Top Producers” Information Package. Visit: http://ow.ly/B8yMw
By Peak Performance Training and Development A Leader in Sales, Sales Management and CEO Training
How often do you find yourself questioning why your company is consistently not hitting its sales goals? For most Business Owners and Presidents, this is not because of lack of effort or time spent attempting to drive business.
Jack Welch, former CEO of GE said: “When you take on a leadership role, it’s no longer about you, it’s about them.”
What Jack said was this; It doesn’t matter how good you are or how effective you may be or have been in the past, what matters is how effective and productive you can make the individuals that you decide to hire and keep on your sales team.
Presidents, Business Owners, Sales Directors: In order to identify the non productive habits your sales team relies on, you must first identify the common problems they face.
Please visit our CEO Growth Diagnostic at: http://peakperformancesalestraining.com/CEOSolutions/ComplimentaryCEODia…allowing you to uncover the real sales gaps causing sales ineffectiveness.One of the major factors that leads to poor sales performance is the Inability to Transfer Selling Skills to others. Sales managers often move into a sales management role because of their ability to identify and win business. Selling skills, past selling success or even your current ability to personally drive business, is of no use or value to your organization if you cannot transfer these selling skills to your team and convert them into productivity.One major factor that Business Owners and Presidents must understand that leads to poor sales performance, is not understanding or identifying the differences in sales manager types.
The Difference Between the Field Manager, the Corporate Manager & The Effective Manager……… To read the balance of this and other CEO Tips please visit http://www.peakperformancesalestraining.com/content/major-sales-management-factors-lead-poor-sales-performance
Subscribe to:
Posts (Atom)