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Sales Strategy Execution:The Key to Growth

Sales Strategy Execution

Business Owners | Eliminate the Root Cause of Sales Failure!

• Ineffective Sales Management Strategy, or:

• Failure to Execute on Strategies Implemented?

Recent studies across the North America, Europe and Asia show that New Business Development and overall Revenue Growth is now an agenda priority for the CEO or Business Owner. You have read many articles regarding effective sales strategy, however very little is done regarding the core skills and practices required for execution.

In fact, Harvard Business reports that 90% of strategies fail, not because of the strategy is wrong, but because of failure to execute. Although there are many, the two main reasons for failure to execute on sales strategies, resulting in failure to grow, are outlined below.

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools

Business Owners and CEO's Take Actionable Steps

With the focus now firmly on increasing revenue, the responsibility to deliver new sales growth is contingent upon your ability to execute on these developed and newly implemented sales strategies. CEO’s and Business Owners are now working with rapidly changing market conditions that are complex and highly competitive. Many companies today are operating ‘thin’ with sales turnover, aggressive and often more effective competition and cash flow pressures. It is now more important than ever to have a highly effective and consistent sales team to deliver new business development and top line revenue.

Sales Strategy Execution has never been as high on the agenda of companies based on these new business conditions. Any effective strategy simply handed out to sales people in a Monday Morning meeting goes out the window when sales people are faced with the emotion of a skeptical prospect short on time and more than willing to explore other options.

Two Reasons for Failure to Execute:

1. Failure to take Sales Strategy from Knowing to Owning

2. Failure to hold sales people accountable to Sales Strategies

Failure to Take Knowing to Owning: You cannot Master the Piano by simply reading a book. You cannot achieve Black Belt Status in the Martial Arts based on watching a video, by simply sitting through a class. Professional Athletes do not simply show up to play and perform in the game. They too go through what is known as On-Going Reinforcement Training. Sales Strategy Development that includes effective Sales Coaching is a Critical component of Growth!

An analogy would be an NFL Coach who spends most of his time developing and refining a successful Offensive and Defensive playbook. However, he fails to implement the repetitious process of Ongoing Reinforcement Training; Practice, to transcend strategy into effective and continued execution.

What would it mean to your bottom line if you could capture the untapped value in your Sales Team through effective Business Development Training reinforced with Ongoing Sales Coaching?

At Peak Performance our focus is on bridging the Gap between Knowing and Owning. Unless your sales people actually internalize New Business Development Strategies with effective Reinforcement and Sales Coaching providing them with the confidence to deal with any sales barrier, you will not achieve sustainable growth!

Sales Investment: Do you get the ROI you deserve?

Sales Investment

CEO Sales Investment: Do you get the ROI you Deserve?

Business Owners, Presidents and CEO’s: Do you Invest 100% of your Time, Energy and Money without the Return on Investment? CEO’s of sales organizations spend much of their time second guessing what they could have or should have done differently that would have produced a better result.

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Business Owners and CEO's Take Actionable Steps

For example sales people you hire… yet do not produce, positive attitudes that slowly convert into excuses and justifications for poor performance surface followed by an environment of complacency that creates anemic sales activities and turnover all create a plateau effect.

Quite often traditional sales people sit back after all of the hours of prospecting, pitching, presenting, proposal writing and chasing and go over in their own minds why the prospect, who seemed so interested did not buy. The reasons that typically come to the surface are at the very least, predictable.

Your price is too high! We need to “Think about it”! We have decided to back burner this project for now! We have decided to stay with our current vendor! We went with your competition

Unless you take action to change the environment and your company's sales approach, you are in effect accepting status quo! Have you identified areas of inefficiency in your company? If these concerns have been consistent and constant this is simply acceptance of the problem.

The question is, why are these reasons consistent, and why is it that we consistently determine these reasons only after it is far too late? Time spent reading emails, responding to voice mails, writing proposals with little or no real criteria, pitching to non-decision makers and not holding prospects accountable to commitments made is not time spent selling, it is time spent chasing! What percentage of the overall time on the job is actually spent eye to eye, belly to belly qualified selling with new prospects?

How much time conversely is spent chasing and or babysitting existing customers who translate into little more than a trickle of residual income? Why does this dilemma plague sales organizations? Understand that it is you, management that either develop the environment or allow it to take place. You lowest level of acceptance for poor performance and productivity is typically the highest level of performance you can expect. A better question is what is this costing you on a day to day, month to month basis?

For example if you reduced by half the amount of time either you or your sales people spend chasing procrastinators and doubled your actual time spent selling (most sales people are only in front of new prospects {outside the scope of your existing core client base} 5%-20% of the time or 2-8 appointments/hours per week) what would this translate into with regards to gross sales?

Does your sales team have a uniform system of selling? Does your company have a playbook in regards to sales? The first step is to identify which roadblocks are most common and constant in your business. Below is a link to our design program form. By completing this form below, you will take one step closer towards identifying the real root cause of the sales symptoms that negatively impact sales productivity. Visit Complimentary Problem Diagnostic

If you really look at the amount of time invested into prospecting, engaging, presenting, writing proposals followed by chasing the prospect only to determine your sales people were on a fishing expedition and then compare that with your real ROI, you will realize the importance addressing this matter sooner rather than later. If you had a stock portfolio that was only performing at 50% of its potential would you keep dumping time and money into these under performing stocks? No! What you would do is you would access what you have, determine what is salvageable and how to address it and cut your losses with regards to what is really a dead issue. Hope is not a viable solution.

Is the great majority your time spent preparing the fish you caught for dinner, or is your time spent simply fishing or better yet or talking about the “one that got away? In order to step outside of the box, access what you have and to determine how much room for improvement or untapped/unrealized potential you may have in your existing sales people call Peak Performance Today at 866-816-0991

Why CEO’s Profitable Momentum Gets Stuck

Business Momentum

Why CEO’s Profitable Momentum Gets Stuck

One of the most common reasons why CEO’s and their profitable momentum gets stuck, is that their focus is not on Profitability and Growth. Their focus often drifts over into issues that have nothing to do with long-term growth

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools

Business Owners and CEO's Take Actionable Steps CEO’s must focus on, and Sustain Focus on Three Critical Factors:

1) Sales People (50 percent of your time) As you navigate the steep profit trajectory of your expanding company, the key to maintaining sustainable growth will be your ability to attract, hire, and retain the most profitable people.

Understand, that the Number One Factor in differentiating your products and services, are your sales people. Stop hiring people who are commodities. Sales People who are common. Sales People who do not stand out. Sales People who cannot even differentiate themselves, nonetheless your products or services. Hire, train, coach, support and most of all solicit the feedback of people who differentiate themselves and have attitude. These are the people who are on the front lines for your firm. They are the people subjected on a day to day basis to objections and information regarding your competition. Afterall you have placed your financial future in the hands of these people, why not keep them engaged and act on their opinions.

2) Sales and Growth Strategy (35 percent of your time) Do you have in place a MAP? A Measurable Assistance Plan? If you Expect a Result, then Inspect the Process! The question however is, inspect what? You must have in place a trackable and adjustable Measurable Assistance Plan. With a duplicate-able Sales System, your company achieves real control opposed to managing sales chaos on a day to day basis. The Side Effect of control is Sustainable Growth. Put in place a System that focuses on changing and maintaining sales mindsets, sales habits and sales routines in order to change your results. We know that one major factor Lacking in Teams is a Consistent Approach to Pitching, Presenting, Dealing with Objections and overall Sales Communication.

We believe in Process Development which Provides you with Real Control. This is opposed to "Cliches" that anyone can obtain in any Self-Help book or seminar. Pro Sports Teams make use of a consistent offense, a consistent defense and a set of plays. Without a Sales Process you have placed your future into the hands of your people; good people who utilize a "wing it" approach. CEOs of high-growth companies spend roughly a third of their time thinking about business strategy, making adjustments, taking calculated risks, and communicating these decisions throughout the organization.

3) Cash (15 percent of your time) A profitable Business Model in its most basic definition is the process by which a company converts a client’s problem, pain or fear into your profit. Your clients, and or potential clients have a need, generally based on a problem, pain or fear. Remember this key factor. Your client does not buy into your products, services or sales people. They buy out of the problem, pain or fear, making it critical that your sales people have the right attitude and skill to extract these emotions and the current and future ramifications of not addressing the matter. Once you have taken ownership of this fact, you will then be able to sell on real value, reducing price reductions, de-commoditize your business and eliminate sales lost to more effective competitors.

Two Key Cash Factors that can immediately improve your Bottom line

1) Focus on how much business you currently lose now to competition, and why.

2) Focus on how every dollar you lose to price reductions comes directly out of your profit margin, and how to resolve this.

The Second Most Important Sales Catalyst | Catapult your Business

Catapult Business Growth

The Second Most Important Sales Catalyst to Catapult your Growth

Business Owners have numerous goals, however none more important than growing their existing business and development of new business. There is no specific roadmap for success, as all Businesses have multiple varying factors. Varying Goods and Services, Geographic Location, Depth of Competition and Overhead, to name just a few. However, there are documentable steps available to reach growth milestones that can act as a catalyst to catapult your business to success.

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | For Immediate Help Call us Direct: 866-816-0991

The Second Most Important Sales Catalyst: Proactively Dealing Head On with Consistent Poor Sales Skill or Sales Attitudinal Issues It is just that simple: Proactively holding themselves and their sales people to the high level of commitment necessary to get things done; being decisive and delivering on sales goals and commitments.

A high percentage of CEO's and Business Owners fail to put this consistently into practice, despite the fact that most CEO’s tend to be highly intelligent, dedicated, and accomplished. They worked hard, make sacrifices, and may have performed for years at a time. Specifically, failed CEO's are often unable to deal with sales people whose sustained poor performance deeply impacts the company. What is so alarming is that many CEO's usually know there's a problem; their inner voice is telling them, but they suppress it. Now, they may not know the actually root cause of the problem, however they are well aware of the constant ramification. Often those around the CEO recognize the problem first because many CEO’s are so deeply entrenched in the day to day operations of the business. Additionally, CEO’s tend to constantly create an environment where everything appears to be ok, and avoid bringing up situations that may cause alarm; unknowingly compounding the problem. CEO’s rationalization and create their own excuses which are a mechanism for avoidance.

Here are just a few:

1. "I like this guy!" Often, Small Business Owners create an environment much like a fraternity. The problem of blind loyalty shows up which clouds judgement and seriously impedes a Business Owners ability to take corrective actions.

2. "I can fix him." Keep something in mind – You hired him! Therefore, you were the one who failed to identify or recognize these same sales weaknesses that you personally must fix!

 

The Number One Sales Catalyst to Catapult your Business.

Engine for Sales Growth

The Number One Sales Catalyst to Catapult your Business

Business Owners have numerous goals, however none more important than growing their existing business and development of new business.There is no specific roadmap for success, as all Businesses have multiple varying factors. Varying Goods and Services, Geographic Location, Depth of Competition and Overhead, to name just a few.

However, there are documentable steps available to reach growth milestones that can act as a catalyst to catapult your business to success.

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | For Immediate Help Call us Direct: 866-816-0991

1) Changing your Approach towards Hiring Sales People This is critical. Before you can even think about your company's growth trajectory, you must first ensure that you have the best available sales people that can help you achieve it. Now, your sales people all differ, right? Some better than others, some more active than others, some more productive than others. But at the end of the day what this overall group throws into the companies bottom line, either acts to elevate your firm, or acts to keep it stuck atop the so-called sales plateau!

The Problem: The Problem lies in the answer to the following Question. Question: On a scale of 1-10 (10 Being the best) how would you honestly rank the overall group (average) NOT for activity, but for actual productivity?

The Solution: Evaluate your sales people! Peak Performance Training and Development utilizes independent detailed evaluation to identify individual and group Sales Strengths and Weaknesses.

By doing so you immediately accomplish the following:  

1) You immediately determine who can help you grow your Business

2) You immediately identify which sales people, regardless of training or continue coaching would be better suited in another position or within another company. Stop investing time, training and dollars into Horses that will not win the race!

3) Finally, you determine specific sales, mental and or behavioral weaknesses; allowing you to specifically direct training and coaching efforts.

The Reasons Why Companies Fail to Sell

The Reasons Why Companies Fail to Sell

Why do Sales Organizations Fail to Sell or Create Sustainable Growth?

There are many reasons for failure however the barriers outlined below are the most common. While any one point listed below can lead to failure it is generally a combination which cause sales failure.

1. Over-Reliance on the Business Owner: In many Small Businesses, the Owner has a huge influence over day-to-day operations. They not only manage and control most of the company’s activities but they also use their past connections and efforts to generate most, if not all of the company’s new business opportunities. Call us direct at 866-816-0991.

In many cases, most of the Company’s core business and profits have been developed by the Business Owner. The Business Owner, in his attempts to get to the next level now hires sales people. After the interviewing and training phases are completed, these accounts are then handed down to these sales reps, who at best, manage the accounts opposed to growing the accounts.

The Business itself, is the Business Owners Business, and managers in many cases have very little decision making capacity. At Peak Performance Training and Development we have seen that often despite interest expressed by Sales Managers, the have very little decision-making capacity to make a final decision, or any decision at all for that matter with respect to implementing sales training.

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | For Immediate Help Call us Direct: 866-816-0991

2. Over Reliance on a Few Clients: Failure to develop New Business: In order to reduce risk, in particular in a small sales organization, it is critical to understand the importance of understanding the difference between 100 clients generating $1000.00 each in profit, VS a few developing a total of $100,000 in profit. If your business is skewed towards the latter case you may want to immediately re-think your New Business Development plan.

Again, often the core business, developed by the Business Owner is handed off to new sales reps hired to grow the business. What often occurs, is that rather than creating an environment of real growth, where sales reps must “earn” established accounts through new business development efforts of their own, they are simply “given” existing accounts and do nothing more than manage these accounts resulting in no real growth. This results in the “Sales Plateau”.

Time, effort and capital is invested into hiring and developing a sales team that does nothing more than babysit existing companies developed by a few at the top. A culture of New Business Development is not established, sales turnover begins financially impacting your bottom line and a vicious cycle is now in place. 

3. Failure to Implement or Adopt a Future Growth Plan: In dealing with sales organizations on a day to day basis, we are continuously surprised by a total lack of Growth Vision. There is a complete failure to implement a MAP; a Measurable Assistance Plan; or Future Growth Plan.

Delegation is key in Business, and having confidence in your sales people is a critical component of success.  However, turning over your financial future to a group of sales people without a consistent and agreed to sales course of action, is an approach that typically leads to disaster.

Analogy: You are planning a trip from Boston for San Francisco. You obviously want to take the most effective route which avoid delays and other potential problems. You want to reach your destination within a desired time frame in mind.

Without a carefully developed MAP, the result are as follows:

• Finding unforeseen delays and roadwork
• Extra time and effort, resulting in additional fuel expenses
• Ultimately you find yourself constantly pulling over to ask for directions!

Does this look like your current sales approach? Call us today at 866-816-0991

By having a realistic growth strategy in place, sales people have a clear direction and you have in place a sales process that can be tracked in real time.

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