Sometimes, the sales function stops working and it is very difficult to pin-point why, particularly if you also happen to be the person who hired the team. When you are close to the business, the reasons for poor performance often seem logical and hard to argue with. Individuals in the team, who at one time could do no wrong, now can’t seem to “buy” a sales order and the pipeline is getting thinner along with the order book. To cap it all, you have removed yourself from the sales process since scaling up and putting in place the sales team.
Sound familiar? It is a common problem for small businesses and sometimes it is dealt with through expensive and disruptive personnel changes. Whilst changing people can be the solution there are frequently other areas to consider before taking such dramatic steps.
Miram Consulting will work with you to review the following areas:
Activity levels: let’s deal with the basics; is there sufficient activity to achieve the goals set? Sometimes the team has just run out of steam and a re-focus on different measures can reinvigorate them.
Right things: is the team doing the right things? Are they targeting the right customers, do they plan, do they prepare?
Right things right: if they are carrying out the right activities, are they doing them well? Individuals in the team may need coaching or training in a specific area of the sales cycle and identifying where can allow for focussed development work and an uplift in performance.
Proposition: has the proposition become a little too complex and confusing when pitched to potential or existing clients? People who are familiar with a service or product through years of working with it may have lost the objectivity to understand whether their pitch is resonating with potential clients.
Focus: is the sales team clear about its purpose is and focussed in its execution? Many leaders make assumptions about what has been communicated to staff and don’t recognise the gaps in understanding.
An initial evaluation may also identify a lack of sales process, a need for key account management and a lack of sales strategy and these are described as separate services in the menu above or via the embedded links.
Miram Consulting 