1. 1. THE FIVE MOST DANGEROUS ISSUES FACING SALES LEADERS TODAY. HOW TO GUARANTEE A PERMANENT IMPROVEMENT IN SALES RESULTS. Lorna Leck Managing Director The Sales Activator Ltd
2. 2. Survey 2663 organisations participated. Across the USA and Europe. Small and large organisations.
3. 3. Poorly defined sales process Sporadic coaching Lack of time to develop teams Sales team underperform 82% 42% 70% 52%
4. 4. Poorly designed Sales Process Its all about Planningand Direction Solutions: Develop a comprehensive, formal, realistic, step-by-step outline Ensure buy in and effective implementation
5. 5. Helpful ideas Build a solid foundation Get customers involved Identify best practice Sell benefits to salesforce Closely monitor and control
6. 6. Lack of Essential Skills Less training with higher expectations Selling in difficult times Lack of on-going reinforcement and development Huge demands on sales people What are the issues?
7. 7. What are the solutions? Mentoring Coaching Training
8. 8. Failure to follow up on sales peoples activities Inefficient activity Managing existing clients Harder rather than smarter Poor quality activity
9. 9. Failure to follow up on sales peoples activities 80% of your time should be focused on 20% of the biggest prospects. A few solutions: Implement a prospect rating system
10. 10. Planning 1. When looking at potential customers, how do your sales people decide if they are right for your organisation? 2. Which prospects do they contact first? 3. How can your sales people objectively define the possibility of new business? 4. What actions do your sales people take to reduce the risk of losing their customers? 5. What actions do your sales people take to develop new business from existing customers?
11. 11. Allowing limited beliefs to constrain performance Research shows that when these limiting beliefs are eliminated, sales will increase by 25%. Create a highly resourceful state in your sales people.
12. 12. Allowing limited beliefs to constrain performance Beliefs do change Peer groups can exert positive pressure Build self worth Challenge limiting beliefs Potential solutions:
13. 13. Failing to develop sales leadership capability Management hat? Sales hat? Coach
14. 14. Good Sales People = Good Sales Managers? Skillset? Skills Resources Lack of skills and resources An overwhelmed manager Time for sales development? Key findings
15. 15. Sales Manager Development Coaching Culture Opportunity to make a Difference Resources to Motivate Developing sales leadership capability
16. 16. Summary The Sales Activator Toolkit is designed to address each of the identified issues.
17. 17. Definition of insanity Develop XXXXXXXXXXXXXXXX XXXXXXXXXXXXXXX to continue to do the same thing in the hope that those things will miraculously achieve a different result. Albert Einstein
18. 18. Youare the difference that makes the difference.