Having made sales transformation my profession, Iโve found that the true driver of sales success is efficiency, far more than mere activity.
๐๐’๐ ๐ฐ๐ผ๐บ๐บ๐ฒ๐ฟ๐ฐ๐ถ๐ฎ๐น ๐ฒ๐ณ๐ณ๐ถ๐ฐ๐ถ๐ฒ๐ป๐ฐ๐ ๐๐ต๐ฎ๐ ๐ฑ๐ฒ๐๐ฒ๐ฟ๐บ๐ถ๐ป๐ฒ๐ ๐ฝ๐ฒ๐ฟ๐ณ๐ผ๐ฟ๐บ๐ฎ๐ป๐ฐ๐ฒ, ๐ป๐ผ๐ ๐๐ต๐ฒ ๐ฎ๐บ๐ผ๐๐ป๐ ๐ผ๐ณ ๐ฒ๐ณ๐ณ๐ผ๐ฟ๐ ๐๐ฝ๐ฒ๐ป๐ ๐ผ๐ฟ ๐๐ต๐ฒ ๐๐ถ๐๐ฒ ๐ผ๐ณ ๐๐ต๐ฒ ๐๐ฒ๐ฎ๐บ. This efficiency must be sought:
– In the sales rep, who is responsible for optimizing his or her activity.
– In the manager, who creates the conditions necessary for team performance.
– Within the company, which must guarantee a sales-friendly environment.
Many companies think they have a powerful sales engine…
In reality, what they really have is a large sales team.
It’s not the same thing.
๐๐ผ ๐๐ต๐ฒ ๐๐ฒ๐๐:
– How much time do your salespeople spend on non-sales tasks?
– How many opportunities are they pursuing with no real chance of success?
– Do you have a clear process in place to avoid these pitfalls?
A concrete example:
– If 30% of sales time is dedicated to tasks that could be delegated, thatโs 15 โlostโ sales reps (30% x 50).
– If 20% of time is wasted on unqualified opportunities, thatโs 10 ineffective sales reps (i.e. 20% x 50).
๐ข๐๐ ๐ผ๐ณ ๐ฑ๐ฌ ๐๐ฎ๐น๐ฒ๐ ๐ฟ๐ฒ๐ฝ๐, ๐ผ๐ป๐น๐ ๐ฎ๐ฑ ๐ฎ๐ฐ๐๐๐ฎ๐น๐น๐ ๐ด๐ฒ๐ป๐ฒ๐ฟ๐ฎ๐๐ฒ ๐๐ฎ๐น๐ฒ๐:
– So 50% of your sales force is a cost, not an investment.
– And your growth engine relies on just 25 sales reps.
๐ง๐ต๐ฒ ๐ฑ๐ถ๐ฟ๐ฒ๐ฐ๐ ๐ฐ๐ผ๐ป๐๐ฒ๐พ๐๐ฒ๐ป๐ฐ๐ฒ๐:
๐ป ๐๐น๐น๐๐๐ถ๐ผ๐ป ๐ผ๐ณ ๐ฐ๐ผ๐บ๐บ๐ฒ๐ฟ๐ฐ๐ถ๐ฎ๐น ๐ฝ๐ผ๐๐ฒ๐ฟ: you think you’ve got a high-performance engine, when in fact it’s only running at 50% of its potential.
๐ป ๐ ๐ฏ๐๐ฟ๐ฑ๐ฒ๐ป ๐ณ๐ผ๐ฟ ๐ถ๐ป๐๐ฒ๐ฟ๐ป๐ฎ๐น ๐๐ฒ๐ฎ๐บ๐: badly-used support, hidden costs, overall inefficiency.
๐ป โ๐ก๐ผ๐ถ๐๐ฒโ ๐ฏ๐๐ ๐น๐ถ๐๐๐น๐ฒ ๐ฒ๐ณ๐ณ๐ถ๐ฐ๐ถ๐ฒ๐ป๐ฐ๐: the commercial activity in question won’t generate any business.
The good news?
Your growth potential is there. It’s up to you to unlock it.
Here are a few ways to turn your sales team into a growth engine
๐ญ. ๐ฅ๐ฒ๐ฑ๐ฒ๐ณ๐ถ๐ป๐ฒ ๐๐ต๐ฒ ๐ฟ๐ผ๐น๐ฒ ๐ผ๐ณ ๐๐ต๐ฒ ๐๐ฎ๐น๐ฒ๐๐ฟ๐ฒ๐ฝ
– Should he, or she, be the customer’s sole contact? (Answer: no.)
– Which internal departments can improve the customer experience without slowing down your sales people?
๐ฎ. ๐๐บ๐ฝ๐น๐ฒ๐บ๐ฒ๐ป๐ ๐ฎ๐ป๐ฑ ๐ฟ๐ฒ๐ณ๐ถ๐ป๐ฒ ๐ฎ๐ป ๐ฒ๐ณ๐ณ๐ฒ๐ฐ๐๐ถ๐๐ฒ ๐พ๐๐ฎ๐น๐ถ๐ณ๐ถ๐ฐ๐ฎ๐๐ถ๐ผ๐ป ๐ฝ๐ฟ๐ผ๐ฐ๐ฒ๐๐
– Not all opportunities are worth chasing. Who’s your ideal customer?
– A good process will eliminate 20% of wasted time and boosts your sales by 30%!
๐ฏ. ๐ฌ๐ผ๐๐ฟ ๐ฟ๐ผ๐น๐ฒ ๐ฎ๐ ๐๐ต๐ฒ ๐๐ฎ๐น๐ฒ๐ ๐น๐ฒ๐ฎ๐ฑ๐ฒ๐ฟ
Don’t just manage a sales team, optimize its engine!
Let’s discuss together the other initiatives that guarantee the transformation of your sales potential into results.
