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Building a Productive Sales Culture

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It’s a constant struggle that all managers of sales teams suffer. How do you help your sales team keep at the top of their game regarding output and productivity? It’s the constant battle between effectiveness and efficiency, i.e. optimisation by doing the right things and doing things right. Management consulting might help out here.

There seems to be both extremes between strategy development and the planning process. Some businesses have clearly defined strategy, while others not so. Some spend a significant amount of time around planning, the truth is your customer could care less about your strategy development or planning process, yet our sales resources seem to get tied up in developing revision after revision of “the sales plan”. Keep focused on the ball, that is your sales team can only sell when they are in front of customers. The role of a management consulting firm would be to help you out with this. Growth, profitability and productivity are key outputs of this activity.

The cost of serving a customer and the price of looking for new ones. We’ve been banging on about this for years. It never ceases to amaze us at how much time businesses spend on loss making or break-even accounts. You have to be ruthless in what businesses you sell to, we call it your “Customer Bulls-Eye” – the ideal customer. Defining this makes it very easy to select who you should do business with and more importantly who you should not. Part of management consulting is to gives clear direction to your sales team of who they should be prospecting with.

Your sales team have only a finite amount of time to sell and to prospect. It is vitally important that you work with them on putting their efforts into activities that will generate more sales or close out new business opportunities.

If I was working for you do I ever hear how I am doing. The quarterly/annual performance review is of critical importance in feeding back to your sales folks how they are getting on, how they are performing. These review are often viewed as not important but they have a significant bearing on improving the performance of your team.

How well are your sales team performing, what works for you?

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Tel: (01) 901 1310


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