Executive Briefing

How Sales Process Improvement Can Help to Increase Margins and Revenue Growth!

In the rapidly changing landscape of business, competition is stiff. Customers are more sophisticated and demanding in the face of better available options. A sales opportunity can become clouded or loose momentum with the constant requirements on the part of businesses to add more customers, crunch the sales numbers, and boost profits. Sales process and sales staff complement each other to take a company to the desired level of growth. One cannot work without the other. A persuasive and experienced sales staff may not be able to perform at its optimum level when the sales process of a company is not efficient. But when the combinations are right the results can be astounding.

Quit Being a Salesperson

It's Killing Your Sales Motivation and Profit

As salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. The key to being a successful salesperson is to focus on selling to the primary need of the customer, not on multiple needs. This will result in a higher closing percentage and, in the long-run, allow you the opportunity to continue the relationship by helping the customer solve the other issues they have identified.

If we are serious about growing business, we need to focus our effort on the Loyal and Need-Based customer groups and merchandise the store to leverage the Impulse Shoppers. The other types of customers represent a segment of the business, but they can also cause us to misdirect resources if we put too much emphasis on them.

One of my first sales jobs I thought I was a salesperson (at least, that's what my business card said). In reality, I was doing nothing more than going around to grocery stores and taking orders from store managers. I wasn't selling. I was conveying information and providing customer service. Salespeople should focus first on selling.

I'm not going to say 100% of all failures are due to a lack of intellectual capital, but I will say the number is probably close to 97%. Many times these people or entities don't know what their needs are. It is our job to help those with whom we come in contact to fully use their intellectual capital.