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Poor Sales Performance | Breaking The Cycle

Poor Sales Performance

Poor Sales Performance | Breaking The Cycle 

Presidents, CEO’s and Business Owners:Sales numbers are bad enough, but that’s not the real problem. Poor sales performance sends morale into a downward spiral, in turn creating a vicious cycle that further impedes growth, ultimately all at your expense!.

The following steps outlined below are vitally important if you want to break the cycle of poor performance and low productivity; and reap the profits you deserve! Click Here to Call 866-816-0991

Step One: Look at Yourself! A sales team that finds itself struggling did not wake up one day to find the bottom falling out. This downturn in sales and subsequent downturn in morale happened over a period of time.Did you spot the first signs of diminished self-esteem? The first signs include excuses for deferring uncomfortable activities such as prospecting for new business, or failing to deal head on with common objections in your sales world. This drop in self esteem in turn lowers the level of expectation for success, which in turn decreases performance levels. This downward spiral results in lower and lower levels of sales productivity.

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 | Click Here to Call 866-816-0991

Step Two: Understand and accept Change The first step is that you, the President or Business Owner must realize that change—change in sales behaviors, routines and mindsets—must occur. Change will not occur until you determine that preserving the status quo is more financially devastating than change itself. The problem is that change in and of itself is uncomfortable and uncertain. However, the certainty that you’re currently living with is that without change you will remain stuck on your plateau. Upon accepting the fact that change must occur, you must gain acknowledgement from others that change needs to take place before a change in results will be realized.

How stress impacts your corporate bottom line! Unfortunately, human beings typically don’t change when under stress—instead they resort to extreme behavior, meaning that they simply resort to doing more of the activities that are not working. This extreme behavior initiates the downward cycle. It is your job as a leader to be the catalyst for change within your own company. If you agree that human beings while under extreme circumstances or extreme conditions resort to extreme behavior (doing more of the activities that used to work) then you must step in to break this cycle. How driving your sales team to work harder creates a downward spiral! Simply telling your sales team to work harder only accelerates this downward spiral because you have not changed their minds about the situation and as a result they won’t change their routines to become more effective. Unless they change their routines and method of selling they will simply experience more negativity and rejection leading to a further depletion of their self esteem. 

People do what they do because they believe that it is the right thing to do , however it is not always the most effective thing to do! Sales people don’t realize that change is necessary until they come to the realization that certain components of their sales routine are positive and productive while others are detrimental. The importance of identifying the real root cause of the problem. We all have strengths and weaknesses. When we identify the actual root cause of sales failure (not the symptoms, but the cause) and begin to support these weaknesses that we will overcome our existing sales problems and begin the process of increasing self esteem and morale.CEO's and Business Owners Click Here for our CEO Tool Box Menu | Sales Tools

 

 

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Sales Complacency | Deploy the Catalyst to Sales Growth

Sales Complacency

Eliminate Sales Complacency

What is the Catalyst to Sales Growth?

Most Presidents and CEO's are frustrated with:

  • Sales teams that are run like fraternities and Sales Complacency has set in
  • Sales Managers who rely on sales person optimism instead of holding sales people accountable 
  • Sales Managers who focus on poorly qualified pipeline hopefuls instead of on closing deals 
  • Sales People blaming their poor sales results on a bad economy, bad leads, or other external factor.
  • Sales People not being proactive —not making cold calls, not confronting objections, etc

Most effective Leaders understand they: 

  • Must break through the barriers that prevent sales organizations from getting to the next level
  • Must identify the real sales constraints that create sales bottlenecks
  • Must break the cycle of going over the same thing, with the same sales reps, over and over again

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 | Click Here to Call 866-816-0991

Mistake Number One: Management Complacency that converts directly into Sales team Complacency

Mistake Number Two: Management Fails to Prioritize Sales as the Primary Initiative Although every Business Owner desires to increase sales performance and productivity they fail to articulate this desire as a priority. Everything takes precedence over sales: marketing, accounting, product development, and so on. But what could be more important than identifying and removing the common obstacles to sales success and the growth of your business?

When speaking with Business Owners, we see a common and dangerous denominator present in many: Because of their numerous time-consuming responsibilities they tend to repeatedly perform comfort zone activities. It is uncomfortable and risky to attempt to change the mind set and routines of their sales team. Driving people out of a non-productive comfort zone is stressful. They too often become paralyzed with the downside possibilities and fail to do what is most important for themselves and their company, to drive sales productivity! In other words they have begun the process of allowing their sales team to manage, management! Stop doing more of what doesn't work. Stop running your business out of fear.

Have you gotten to the point of realizing that remaining status quo is more financially devastating than changing your sales course of action? For more on modifying sales routines, implementing sales criteria/process and attitudinal training contact Peak Performance today Click Here to Call 866-816-0991

Click Here for our Complimentary CEO Growth Barrier Diagnostic | Uncover your specific Sales Barriers and Obstacles to growth.

Mistake Number Three: Letting Past Success Block Future Performance Another reason for sales team complacency is that Business Owners and Sales Managers often accept excuses from sales people who have been successful in the past. It is usually those previously successful sales people who are most resistant to change—despite the fact that their past success may have occurred some time ago and been more the result of positive market conditions rather than stellar sales ability. It is also the business owner or sales manager who has experienced significant growth in the past who often defers realizing that change is essential to repeat that past success.

To make top line growth a primary initiative management must first engage in a brutally frank discussion regarding potentially disturbing facts such as:

  • Shrinking margins,
  • Client decay,
  • Limited success in developing new accounts,
  • Limited success in further penetrating existing accounts
  • Poor lead conversion

Have you come to the realization that maintaining the status quo is more financially damaging than change itself? The economy is changing, buyers are more skeptical and you are working harder and longer for the same or less revenue. You have concluded the necessity for or have been asked to lead a change initiative. The problem identified is that what you or your organization have been relying upon for business development is not working to the point where you can gain the traction necessary to get to the next level. The time, energy, effort and desire are present, however real change and results are not. 

Business Owners Click Here for our CEO Tool Box Menu | Sales Tools

 

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Real Sales Growth | Peak Performance Sales Training

Real Sales Growth

Real Sales Growth | Peak Performance Sales Training

You continue to invest more time, energy and money into hiring more sales reps, investing in additional advertising and the continuous process of attempting to motivate sales people —But are you actually achieving real growth? Regardless of how much time and energy you invest, coupled with sale meetings that tend to result in more frustration, sales are simply not good. So now what?

Mistake # 1: Extreme Conditions Create Extreme Behavior. Business Owners tend to do more of what doesn't work for less. More more advertising, more sales meetings or more hiring. When none of these actions deal with the actual problem. Many Business Owners adversely impact their margins by implementing a new bonus plan. At best this may elevate performance temporarily, only to have sales people fall back into their non-productive routines; does this actually result in sustainable growth?.

Some CEO's fall prey to the complaints and bad attitudes of sales people who say they have no leads, or no one to call. Opposed to dealing with the actual problem, poor closing skills, they again adversely impact their margins by investing into more advertising and marketing campaigns. They simple want you to spend more money for them to get more leads, to have more opportunity to close LESS business!

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 | Click Here to Call 866-816-0991

Yesterday VS Today: Sales in the late nineties were very predictable and just seemed to come to you. Sales today are anything but predictable and most sales people fail to go out and make it happen. Relying on a few rainmakers to attain sustainable growth these days just does not work. These rainmakers merely allow you to remain above water. Relying on past lackluster hiring criteria in order to increase the number of feet on the street also does little more than compound your sales problem. Today the most successful sales organizations are run by managers (Presidents, CEO’s, Business Owners or Sales Directors) who focus on elevating sales person performance. This is opposed to a “wing it” mentality of hiring more sales people who will ultimately acclimate and fall into the same level of lackluster performance as the rest of your sales team. Contact Peak Performance today Click Here to Call 866-816-0991

Hoping your team will change is not an option. Transform "The System" into "Your System" What these leaders have in common is a more systematic approach. The key word here is system. Opposed to relying on the optimism inherent in most sales people or your gut instinct regarding a sales candidate, these successful leaders rely on a sales system and structure. The goal is not to rely on hope that new rainmakers will simply appear, again at a significant cost to the company, but to close the gap of inefficiency found in the less than productive sales person. Opposed to putting your financial future into the hands of your sales people, you now put your sales people into the hands of your system! The first step towards confronting sales ineffectiveness is to determine the actual time your sales team spends selling. This does not include time spent chasing, or dealing with existing customer issues, or writing needless unqualified proposals. This is simply the end result of not having in place a uniform System of Selling. Reorganization or reallocation of time will not be effective without a system to rely on and fall back on. Otherwise inevitably your sales people fall back into their counter-productive habits and routines.

Click Here for our Complimentary CEO Growth Barrier Diagnostic | Uncover your specific Sales Barriers and Obstacles to growth.

 

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Recession Proof Selling | Re-Set your Direction!

recession proof selling

Recession Proof Selling | Re-Set your Direction! 

Are you betting your future on the economy turning around? Or better yet, are you placing your financial future in the hands of your sales team? At Peak Performance we strongly believe in placing your sales team into a sales process that includes a consistent offense, a consistent defense and an agreed to set of plays. What sort of success would an NFL football team have with an agreed to offense?

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 | Click Here to Call 866-816-0991

Without a Uniform System of Selling you are putting your company’s financial future into the hands of sales people, many of which view sales opportunities through rose colored glasses and have no real sales process in place. What sort of success would any NFL football team have with an agreed to offense?

How is this negative economy and low consumer confidence impacting sales? Sales people all begin with great intent and an optimistic viewpoint. They begin a new job, a new week or a new month believing that they can "Move a mountain". However,  a transition occurs that leaves them "Hoping to meet quota"? Did they possess this "Less than" attitude when they came in to interview? Failing to address this negative attitudinal shift and allowing your sales people to remain in the same sales routine will guarantee three things.

  1. Their less than productive attitude will not change and may become contagious.
  2. Their less than productive approach will continue to bring in less than stellar results.
  3. The sales obstacles and excuses, a side effect of their routine will continue.

This is a result of not implementing change...you find yourself going over the same thing w/ the same people w/out a change in mindset, routine or results.

Re-Direct your Company! Contact us today for your Complimentary Consultation - Click Here to Call 866-816-0991. There is no obligation. 

These are simply the facts. How you deal with the current economic side effects will be the deciding factor as to your financial outcome. How will the current economic conditions impact your company? What can you do about it? The question is will you actually take action opposed relying on hope. Simply doing MORE of what may not be working is like sticking your company in neutral.

Tip # 1: Stop resorting to "Extreme Behavior" (Doing more of what isn't working)

Tip # 2: Stop relying on a "Wing it" approach & implement consistent sales criteria and a uniform system of selling all adhere to. Tip # 3: Stop trying to motivate (rah-rah) your team and focus on attitudinal improvement. Remember you did not hire them because of a negative mindset and excuses they delivered in the interview, right? This mindset developed over time and for reasons that can be reversed.

Contact Peak Performance today Click Here to Call 866-816-0991. Hoping your team will change is not an option.

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Impact Sales | Economic Down Turn Impacts Sales Revenue.

Impact Sales

Impact Sales | Economic Down Turn Impacts Sales Revenue. 

The US Government defines tough times as two quarters of negative economic growth. However, we don’t need to wait for a bulletin to realize things are tough, or that it will impact sales, do we. We feel it before they see it! You know the shift has taken place when buyers become more skeptical, or they negotiate harder resulting in extended selling cycles or margin erosion is caused by price slashing. Either result is devastating for your bottom line.

The biggest impact Business Owners suffer is the decline in their sales people’s attitudes”as they begin to accept the excuses and become subservient to the buyers demands. Then the externalization for their poor performance begins: It’s the economy, There is nothing I can do about it or My prospects have no money, or they’re going to buy, just not now. What can you as an owner do about it?  For more on dealing with the impact of negative economy  Click Here to Call 866-816-0991

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 | Click Here to Call 866-816-0991

The Impact of these Problems if left un-addressed! You can either accept these excuses and the lackluster performance that comes with them or implement change. First let’s look at the problems and ramifications of doing nothing. Failure to close and extended selling cycles negatively impact sales people in several ways, in particular with respect to attitude:

Increased Rejection: The extension of sales cycles inevitably increases a sales person’s time investment with each prospect and your cost of doing business. The more time, energy and expertise provided increases the sales persons belief (or at least their hope) that a positive outcome is inevitable. At the end of the cycle when they determine they have been used by the prospect for their expertise and pricing, only to get the incumbent down in price, they fall so much harder, the rejection is greater and the long term impact to their attitude can be both devastating and contagious!

Click Here to Call 866-816-0991 to discuss your options of removing complacency and the impact of bad sales attitudes.

Presidents & Business Owners Click Here for our CEO Tool Box Menu | Sales Tools

 

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Sales Problems | When CEO's have them yet fail to act!

sales problems

Sales Problems When CEO's have them yet fail to take Actionable Steps!

For some time now you have been telling yourself everything will be just fine. These bad times will soon pass. All along you have been experiencing sales person complacency, excuses and turnover. You are working harder and longer for less or, you are working harder and longer simply to keep other in a job! Yet, you keep telling yourself everything will be just fine. If so Click Here to Call 866-816-0991

You have been treading water reading these sales tips now for months telling yourself how interesting they are. You tell yourself they make sense, yet you fail to act. You have it all under control. This IS the problem. You want to think you have it all under control. By reaching out for help you feel you may expose yourself. However, you are exposing yourself to a much greater degree when you fail to act
on what you now know is a problem that isn’t going anywhere, until you act on it that is.

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 | Click Here to Call 866-816-0991

In a negative economy or when conditions become extreme, human beings DO NOT change. In extreme condition human beings become extreme in their behavior. This refers to the fact that we as human beings are habitual. Our habits form routines and our routines will only deliver a certain level of productivity. In fact what we tend to do is MORE of what isn’t working. In other words, you do act, however you fail to change.  

Mistake Number 1: More advertising and marketing in order to get MORE leads. If your sales people are not very effective now at converting leads into meetings and meeting into money then why are you reducing your own margins? In other words you have decided to spend more to get MORE LEADS in order to continue to CLOSE LESS!  Click Here to Call 866-816-0991

Mistake Number 2: We compound our problem opposed to getting all of the sales people on the same page, moving in the same direction, and in a productive and profitable manner, we sit back and complain about lackluster performance and then we make a move. The move is not change at all! In fact the move is where you simply rely on doing more of what is not working. We actually utilize the same ineffective hiring criteria and process that led you to hire this current group of mediocre producers. This is followed by using the same less than productive process to ramp them up, train, manage and motivate them?

Again, you are reducing your margins! In other words if you could envision a horse racing track that was in disrepair. It has holes all over it creating a condition whereby the current group of horses has slowed down. 

You have two options:

  1. 1) Repair the track and provide a stable foundation increasing the current group’s effectiveness.
  2. 2) Go out and hire another stallion. The problem here is twofold. The previous group you hired were stallions when you first hired them, right? The new horse IS going to acclimate, slow down and possibly get hurt!
Finally we force our sales people into extreme behavior opposed to implementing real change. Rather than changing their minds, habits and sales routine we force them into extreme behavior by asking them to do MORE OF what is not working. More time, more energy, more phone calls, more meetings, more proposals and more deals. However when we ask our sales people to rely on more of what is the direct cause of rejection, depletion of self esteem and what much in management eventually see as the downward spiral resulting in one or more of the following consequences.
 
1) The quit and leave
2) You ask them to leave or:
3) They quit and stick around 

 

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