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Exploring the common problems that stop sales and a methodology to find solutions and get sales working.
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GET SELLING, NOW!
Some of the common problems that stop sales and how to solve them
CONTENTS
• What are sales problems? • The common problems and their
symptoms
• Finding workable solutions • A seven stage methodology to drive
change
• How I work with you
BACKGROUND
Over half of sales professionals are
missing their targets
The average time in-job for a sales
manager is just 18 months
Turnover amongst sales people is
over 40% per annum
Everybody’s seeking the same 10%
of sales superstars
Most sales teams are less than 50%
efficient
Only about 10% of sales
opportunities close
More than eight out of ten deals are lost through either ineffective qualification, lack of sales process or planning, or both
Only a third of companies have a sales forecast accuracy of more than 50%
Only 43% of companies have a sales training programme, and of those, only half provide any form of sales skill training
Three out of five companies do not have a sales performance measurement system in place
Sales isn’t working. Here’s the evidence:
FIX SALES PROBLEMS FAST
• Ineffective sales leadership
• Ineffective sales team
• Marketing and sales not co-operating
• Flawed sales proposition
• Unclear sales proposition
• Poor sales processes
• Poor customer relationships
INEFFECTIVE SALES LEADERSHIP
• Lack of management skill
• Ineffective objective setting and measurement
• Ineffective sales compensation plans
• No vision for the sales team
• Sales disjointed from the organisation
• Ineffective recruitment practices
• Ineffective training and coaching
• Focus on sales not management
INEFFECTIVE SALES TEAM
• Lack of leadership or motivation
• Lack of sales skills
• Lack of engagement with company
• Lack of belief in company or solutions
• Lack of solution knowledge
• Lack of credibility with customers
MARKETING AND SALES NOT CO-OPERATING
• Lack of shared objectives between the two functions
• Lack of holistic view from solution definition to completed sales
• Lack of shared language
• Lack of seamless join between the two
• The two functions acting independently of each other
FLAWED SALES PROPOSITION
• Solution doesn’t work
• Problems the solution addresses not important
• Cost base too high to compete
• Little differentiation from competition
• Solution only solves part of the problem
• Commercial terms don’t match how customers buy
UNCLEAR SALES PROPOSITION
• Problems the solution addresses are unclear
• No clear link from problem to solution to benefit
• Solution is generic or commoditised
• Solution focus is technology not business
• Unclear ideal customer criteria
• Inappropriate sales channels
• Ineffective support materials
• Marketing messages vague
POOR SALES PROCESSES
• Customer relationships not tracked or planned
• Ineffective account planning
• Ineffective prospecting
• Ineffective qualification
• Ineffective value propositions
• Ineffective sales proposals
• Ineffective sales reviews
• Little or no sales performance measurement
• Lack of factual information
POOR CUSTOMER RELATIONSHIPS
• Contacts too low to make decisions
• Single or low points of contact
• Seen as sales not problem solvers
• Inability to relate at senior levels
• Poor customer satisfaction
FINDING SOLUTIONS THAT WORK FOR YOU
• Interview key stakeholders
• Agree issues
• Data collection
• Agree action plan
• Agree metrics and deliverables
• Implement change programme
• Measure results
WHY WORK WITH ME?
• Get answers, action and results • Help you define what isn’t working
• Independent, objective view of the problems
• Experience to recommend pragmatic solutions
• Capability to implement solutions as a project
• Clearly defined objectives, metrics and deliverables
MIKE MCCORMAC
About
• Mike McCormac founded Sales Success and More to help companies selling high value services achieve more
• He has an MBA and his sales background includes over 15 years success selling IT services and outsourcing as a sales executive, sales manager and sales director
• Mike works mainly in the UK and Cyprus
Contact
• Connect on LinkedIn
• Follow on Twitter
• Phone:
+357 99 860725 (Mobile)
+44 (0) 20 8133 7635 (UK)