Let us face the facts. Selling has changed dramatically since the Pandemic. Your customers and prospects are affected to varying degrees.
Some previous accounts will not be returning. Some will be “re-tooling” their businesses.” Some will be “business as usual.” Some will be growing and doing gangbuster business…based on the segments and industries they operate within.
As Sales Leader it is your #1 responsibility to get past the “confusion” successfully “transition” your business.
It all gets down to “Having a BETTER VISION & Doing Things BETTER with improved/better processes, people. Positioning.
Questions you must ask (and have answers to):
- Where do we stand at this point in time as a sales organization?
- What are the real changes that you must implement to succeed?
- Who are the “Profitable Customers” we must focus on today?
- What are the critical productivity drivers to have my people focus on immediately?
- What is our “Differentiating Value” in the marketplace? What do we do that no one else does? OR…What do we do that everyone else does…but in a different or better way?
- WHO is our ideal customer/prospect? Identify the specifics and what attributes are needed to define them.
- Who should your salespeople STOP spending time with?
- What do we need to fix or repair in the next 30 days? 45 days? 60 days?
- How much should I raise each salesperson’s EXPECTATIONS & WORKLOAD? In this economy it translates to getting MORE DONE!
- WHO has earned the “right” to continue to be part of our sales team? Who has potential to grow, develop & improve?
- Where will we be in 90 days or 6 months, if we don’t replace the mediocre or under-performing salespeople?
- What “tools” do they need to perform at higher efficiency?
What are you committed to do to personally impact change and growth for yourself, your organization and with each salesperson moving forward?
Contact us to for a discussion to help with Sales Leadership Priority.
