Sometimes a sales team doesn’t perform as expected or required, but the reason isn’t completely clear – and as a result, knowing what to do to address the problem can be difficult.

Poor Sales Performance

When this happens, many sales leaders are tempted to act hastily and throw money and resources at the issue, in hopes of turning things around quickly. This reactionary approach is usually ineffective and may actually exacerbate sales problems further.

Poor sales performance can be the result of many factors, such as:

  • Wrong sales talent in the wrong roles
  • Insufficient demand generation activity to fill sales funnels
  • Unexpectedly losing forecasted opportunities to competitors or to “no decision”
  • Being blindsided by losing strategic accounts you need to achieve your sales goals
  • Losing top talent or seeing a decline in performance of historically top producers
  • Increasing pressure to compete on price, even when you offer more value

We help our clients improve poor or declining sales performance by:

  • Reviewing and improving sales strategy
    • Executing Sales Force Effectiveness studies to identify the root causes of the problem, and to prioritize investments in performance improvement opportunities
    • Using our “Voice of the Buyer” and competitive research to identify sales execution challenges and why customers choose your company – or competitors – for solutions
    • Calculating the number and value of new opportunities required from demand generation activities to surpass sales targets
    • Assessing talent to identify suitability to specific sales roles, skill gaps and developmental priorities
  • Implementing effective sales processes
    • Defining customer buying processes and preferences
    • Validating and documenting effective sales process, selling stages, and activities to align with buyers
    • Establishing optimal sales management cadence and methods for inspection
  • Developing essential selling skills
    • Providing salespeople with consistent, repeatable sales methodology and messaging that are aligned with buyer behavior and preferences
    • Providing sales managers with process and skills for developing sales teams and coaching performance
    • Providing continuous learning and reinforcement to master essential selling competencies
  • Providing sales productivity tools
    • Enabling easier sales process execution through the use of CRM-integrated tools and streamlined reports
    • Providing guided selling applications with embedded learning and reinforcement based on winning sales practices

When sales performance falters, time is of the essence. We will help you determine the root causes of your selling problems, prioritize improvement efforts that make the most impact in the shortest time, and partner with you to implement solutions quickly.

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