Fine tune
your sales strategy
Drive new revenue opportunities and
grow your market.
A clearly defined sales strategy does not just bring focus to the way you operate, it has the power to transform your bottom line. With a proven approach to creating opportunity, forging potent strategy, then putting it all into action, we will develop your team to maximise productivity, performance, and outcomes. Achievement of sales revenue, GP and NPS objectives builds resilience and sustainable growth in your business to pave the way for greater business success and successful exit.
With technology rapidly changing the way so many SMBs approach customer acquisition and retention, now is a great time to invest in developing both people and a sales strategy to deliver results for you and your business.
No goals for revenue, gross profit or NPS. How does the team achieve objectives without insights, what is underpinning the revenue targets, what do we do when our sales are falling behind targets?
Revenue growth has stalled. Is it conversion, new business, or something else? Where does marketing fit in the sales process?
A lack of visible leadership and a directionless team. Is the team cohesive? Is the sales leader skilled in leading people – is there even a leader?
Senior resources require functional skill development or leadership development. Often sales team leaders are promoted from within the business and expected to perform as leaders without input or sales leadership development.
No clear process for pre-sales, sales, or after-sales. Sales funnel milestones are not defined. Where does marketing fit in. Do we understand customer conversion in the sales process? Are we expecting our sales team to do a lot more than sell?
Unclear sales systems. Customer Relationship Management (CRM) is not used effectively. No communication ‘rhythm’ to monitor KPIs and conversion of sales qualified leads to sales. No idea of the value in the pipeline, or how to develop it?
No new business or new customer development. Lack of clear KPIs within the team, staff complacency, ineffective leadership. These inadvertently pulls the business backwards.
Poor performance management. Uninspired and unmotivated staff impact organisational culture. Lack of training and development reduces retention.
The sales leader is not focused on customers. Team do not know how to improve performance or nurture leads. The leader is not a mentor or effective coach.
No idea of how to turn entrepreneurial vision into sustainable cashflow. The head of the business is spread thin and responsible for functional areas without having functional experience.
No strategy is to reduce customer churn. Business focus is on customer acquisition at the expense of retention. Misalignment between sales and marketing. Low customer retention.
How can I execute short-term tactics in time of crisis? Is it possible to generate quick revenue returns to manage a cashflow crisis?
These are practical, topical articles to give insight into the common problems found in sales teams. Enjoy!
