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. Survey 2663 organisations participated. Across the USA and
Europe. Small and large organisations.
3. Poorly defined sales process Sporadic coaching Lack of time
to develop teams Sales team underperform 82% 42% 70% 52%
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. Helpful ideas Build a solid foundation Get customers
involved Identify best practice Sell benefits to salesforce Closely
monitor and control
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. What are the solutions? Mentoring Coaching Training
8. Failure to follow up on sales peoples activities Inefficient
activity Managing existing clients Harder rather than smarter Poor
quality activity
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. 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. 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. Allowing limited beliefs to constrain performance Beliefs
do change Peer groups can exert positive pressure Build self worth
Challenge limiting beliefs Potential solutions:
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. Sales Manager Development Coaching Culture Opportunity to
make a Difference Resources to Motivate Developing sales leadership
capability
16. Summary The Sales Activator Toolkit is designed to address
each of the identified issues.
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. Youare the difference that makes the difference.