Imagine that your salespeople are consistently achieving every goal you have set for them. They prospect effectively and always have calendars full of appointments with decision makers in well-qualified accounts that meet your perfect prospect profile. They conduct efficient sales processes that result in exceptional win rates and meet or exceed the sales plans that you have set for them.
Then……..you wake up from your dream. The reality is that:
- your salespeople don’t spend as much time prospecting as you would like OR
- they don’t have enough appointments with the right prospects OR
- they don’t win as many deals as they should AND
- they aren’t meeting their sales plans
What is the issue? Is it one issue or several? If you can identify the issues, how can you solve them? And how can you go about solving them without it feeling punitive?
To inspect what you expect, you must:
- set clear, measurable, attainable expectations for your salespeople
- consistently track their sales activities and sales against the expectations
- inspect each salesperson’s activities at a granular level (by observation, role play, and 1 on 1 discussion) to determine the coaching, development, and training that are needed (or whether the salesperson is better off in another role)
If your salespeople are keeping you awake at night, consider working with a Keylan Fractional Sales Manager. These experienced sales professionals are available for a fraction of the cost of a full-time sales leader yet have a proven track record in making dreams come true.
For information, contact Kevin Hudson at kevin@keylangroup.com or 216.410.3024.
