Sales Flatlining? – Indicators:
- Time running out to achieve targets?
- Do you question the real value of your CRM to promote new and repeat business?
- Is your CRM system being used as a policing tool, but does not support the sales efforts?
- Is your CRM merely a Contact Management System and not an Opportunity Management System?
- Do you question the soundness of the Sales Forecast and its quality?
- Is your opinion that members of the sales team lack professionalism and need guidance?
- Sales flatlining due to the lack an effective and structured sales methodology?
- Continual investment in sales training, with no tangible improvement in the results?
- Concerns about the focus and efficacy of the remuneration structure of the team?
- Uncertainty whether your product or service is targeting the optimal market?
- Difficulty in articulating the Sales Strategy and aligning it with the organisation’s?
- Discomfort with the inconsistent and unreliable sales projections? Lack of credulity poses a significant risk factor when developing operational plans, strategy and shareholder communication.
Directionless sales teams and many SME’s are epitomised by their lack of a coherent or effective structure and processes. Typically, this is the case when either or all of the following symptoms or causes are present:
- Lack of a guiding Sales Strategy
- Lack of a appropriate Sales Methodology
- Lack of a Opportunity Management mechanism
- Poorly defined target markets
- Using the Sales Funnel as the basis for a manipulated Sales Forecast
- Lack of a common Opportunity qualification nomenclature
- Inappropriate CRM implementations
- CRM processes not aligned with the Sales Methodology
- The CRM system is being used as a policing tool instead of an engagement aid
- The CRM system is being fed with baloney information
- Poor planning and execution
- “80% of your sales team is only achieving 42% of its target” – Chally
- Ineffective sales training
- Lack of confidence in the sales team’s ability to deliver