Roller Coaster Sales Performance
-
Upload
abhishek-shah -
Category
Business
-
view
6.089 -
download
4
description
Transcript of Roller Coaster Sales Performance
Roller Coaster Sales Performance
The Stock Market
The Stock Market plunged on both Friday and Monday
The Stock Market made gains on Tuesday and Thursday
The Stock Market and they were sandwiched around another loss on Wednesday
and that sounds very similar to Sales Performance It's the Proverbial Roller Coaster
doesn't it?
We know why the market goes up and down
We know why the market goes up and down - in hindsight
We know why the market goes up and down - in hindsight but we can never predict when {
Do we know why bounces up and down? Sales Performance
Here are my for Primary Reasons
Sales Performance1 Inconsistent
1. Inconsistent Sales Management
Sales Managers that don't hold their salespeople accountable to metrics that drive revenue on a daily basis, and who don't coach their salespeople every day can be heard singing, "I'd rather be lucky..."
2. Lack of Focus
Many Salespeople are easily distracted and have difficulty remaining focused on the job at hand, especially when the job at hand involves more than just selling. Those who tend to be event driven may work for days on a single opportunity and those who are task oriented may fail to get traction on enough meaningful opportunities.
3. Lack of Motivation
Many Salespeople are simply not motivated enough to go to battle each and every day. It's bad enough that they must face off against prospects who don't want to talk with them, an economy with an identify crisis and competitors that don't play fair.
But they also must fight their own demons - those fears and self-limiting beliefs that play such a big part in the behaviors that lead to their less than record-setting outcomes.
4. Lack of Skills
As per the recent survey*, 74% of all salespeople are overwhelmingly mediocre, and as such, they succeed because they are lucky, not because they effectively follow and execute the sales process. Unfortunately, luck is as consistent as the stock market.
* Skill Survey @ Objective Management Group 2011
5. Lack of Commitment
Most Salespeople stop short of asking the question that will lead to success. As a matter of fact, they probably stop about 17 questions short of that outcome.
In other words, they have the opportunities, but take the path of least resistance, passively hoping that things will go their way, even if they weren't champions for their own cause.
6. Rejection
By the way salespeople use it, you would think that technology had removed rejection from selling.
Instead, technology simply provides a way for salespeople to avoid rejection as they resort to email and LinkedIn to avoid being rejected over the phone.
Ironically, technology simply makes it easier for prospects to avoid and reject salespeople.
7. Pipeline
The pipeline should be the single most accurate predictor of future revenue, and it can be!
Unfortunately, despite the available technology that makes this so easy, salespeople and their managers just do not manage the pipeline
to the degree that it is always stuffed with enough quality opportunities.
8. Precedent
When salespeople have been allowed to perform inconsistently
in the past …
it sets precedent that inconsistency is OK now and
in the future.
9. Ambivalence
Who really cares when salespeople don't consistently hit their numbers?
I can tell you this; if the salespeople don't care, and their
managers don't care …
… there won't be any urgency to fix anything because nobody thinks anything is broken.
10. Sales Culture
Sales are created and supported by everyone in the organization. It is a
common misconception that the people who do all the selling are the only sales
people.
Professionals lead the effort, internal and external customer contacts impact
sales results at all levels
(And my personal favorite)
11. When your Boss is an Ass%#$@
11. When your Boss is an Ass%#$@
i mean Hari
Sadoo
He Interrupts
He disrespects
He Yells for no Rime and Reasons
He Justifies his Mistakes
He Ignores
He Gives no Freedom
He Passes the buck
Trust me
Roller Coaster Sales Performance
will keep happening
Long Live Sales
Long Live Sales (And the wonderful Sales Professionals)
Thank You
Credits -DAVE KURLAN