Sales Improvement Analysis - download full article
Based on many years of experience we
have found that these are the most ‘common problems’ or ‘opportunities for
improvement’. Some of these will be of no concern, others might strike a chord
and make you pause for thought. There will be others that you are not sure of
the answer to.
Using a simple but comprehensive methodology, we can analyse your current performance and effectiveness in each of these areas. This will produce a concise and clear report, detailing very objectively the current situation for each of these points and how, if appropriate, each area might be improved. NB: The use of the term ‘sales person’ is shorthand for any and all job roles involved in the process and purpose of winning business.
Here are the 12 key elements to analyse that will lead to sales improvement
Unbalanced sales portfolio - How heavily do you rely on a few key customers for your sales revenue?
Lead generation overspend - How cost-effective are your lead-generation and marketing activities?
Sales roller-coaster - How consistent are month-to-month sales results?
Inconsistent follow-up - Do you have an implemented ‘personal contact strategy’ for keeping in touch with your customer base, prospects and useful contacts?
Lack of differentiation - How well do you know, and can explain clearly to customers, what makes you different from your competitors?
Sales conviction - Does your sales team believe in what they are selling? And your prices?
Poor use of sales time - How much time is actually spent with customers, talking to customers, or working directly on business development activities?
Sales productivity - Can you differentiate between your best sales people and the most productive?
Customer development - How well do you maximise individual customer potential through up-selling and cross-selling?
Ineffective sales pipeline reviews - How well does your sales reporting, qualification and pipeline management contribute to improving sales effectiveness?
Lack of real sales skills development - How confident are you that the money you are spending on sales training is delivering additional revenue?
Wide variance in sales performance - What is the gap between the highest and lowest performing sales people?