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Business Coaching for Success

Sales Team Focus

1st December 2016

I recently was asked by one of my clients to take part in one of their team sales meetings, as they had not been hitting their sales targets on a regular basis. Although the business as a whole was still going well, and was likely to achieve their overall target for the year, they were going to increase the targets for the following year, and it is evident that things need to change if they are to reach them.

The biggest issue is that this is a sales team who are stuck in their ways. Things have changed over the years and the internet and other competitors have made it harder to win business. However, on the whole the sales team have continued doing things the same old way, and rather than trying to work out new sales processes, and new target markets, they have simply been waiting for someone to make things easier for them.

Clearly these are salesmen with excellent technical knowledge, and a base of loyal customers who they sell to on a regular basis. However, they didn’t know their numbers (e.g. how may calls to create a meeting, and how many meetings to get a customers), their sales processes were different (they said and did different things) and their markets and lead times also seemed to vary. Another problem was that they were spending time on things that were not their responsibility, and these were very time consuming and didn’t generate leads or business.

They had any number of excuses as to why things were not happening, and why it wasn’t possible to change things, and also that they had tried most of the ideas I suggested, but they didn’t work. All classic reasons why a sales team fails to hit its targets.

So if you are having trouble getting your sales to increase, and you have a sales team stuck in their ways, why not bring in a coach to shake things up a bit.


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