Sales Performance Improvement

When something is not right, the pain points we recognise first and seek to address are often only symptoms.

  • Are the sales team are struggling to meet their targets?
  • In the search for new customers are marketing initiatives generating the response you need?
  • Do you find sales training effects are short-lived or negligible?
  • Do the new sales people you recruited live up to their promise?
  • Are you losing more deals to your competitors?

Individual symptoms, addressed in isolation can give short term relief but rarely provide a lasting result.

Performative recognises that while a remedy for the immediate pain is a priority, a holistic approach, diagnosing the root causes of under-performance would enable them to be addressed in the most appropriate sequence to assure sustainable improvement.

So how will it feel once we have completed a programme for you …

  • Customers will be happy and communicative at multiple levels, giving you advance warning of upcoming opportunities.
  • Your senior management will be able to identify and focus on strategic activities.
  • Sales management will have the tools to be in control, avoiding unpleasant surprises.
  • The sales team will be motivated and operating in harmony with the business goals.

arising from …

  • Your proposition, target markets, routes to market and collateral will be consistent and your outbound sales and marketing activities will be sharply focused.
  • You will have a defined end-to-end process from the initial identification of targets through the evolutionary cycle from suspect to prospect and eventually to customer, resulting in more closed deals.
  • Contacts and opportunities with least potential will be weeded out early; sales activity will be focused on contacts with the greatest potential.
  • Your staff will be fully familiar with the process and supporting tools, and understand the methodology sufficiently to immediately adapt to varying scenarios and customer needs.
  • Key customer account and new business activities will be balanced to achieve your business goals.
  • Your pipeline will be a known quantity, providing objective measures of business potential.
  • The pipeline will provide meaningful KPIs giving advance warnings of problems.

“Performative have unquestionably helped us to become better focused and more structured in all aspects of our selling activities. This has enabled us to accelerate the growth of the company with certainty which is a great foundation for planning and investing in our future.  Throughout the period of involvement with Performative we have found them very supportive and responsive and they have provided advice on a diverse range of topics. They are a great partner to have. “

If this is how you’d like your organisation to be, contact us now!

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Customer engagement for win-win deals

Customer Engagement

If your customers are slow to make decisions and your pipeline forecast is forever moving, we can help you.

If your sales force are submitting bids with a low uptake so you feel you are just providing free consultancy, we can help you.

Markets are changing and customers have more opportunities for research before they buy, consequently the sales force has different challenges in order to engage with customers. Gaining insight into your Customer’s world and thereby understanding how you can deliver greater value than your competitors can be key to how you approach your target market.

We have helped companies in various sectors re-focus their propositions and markets for greater customer engagement, leading to more new and extension business. This also assisted the sales management to obtain more reliable forecasts.

“Working with Performative greatly improved the quality of engagement with potential customers and our ability to forecast outcomes from those.” MD, Mobile Technology company.

Feel free to call us for a confidential discussion.

archer aiming arrow

Fire, Aim, Ready!

How to focus your sales team’s effort and what lessons we can learn from a typically B2C environment in terms of helping us improve our chances of hitting our true targets.

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Despite the best efforts of the fletcher …

Yes, it should be Ready, Aim, Fire but sales people are always keen for “fresh meat” in the form of a new proposition or new prospects or both.  So, the arrival of something new is a time of excitement and expectation which often leads to over eager behaviour.  “Let’s get out there and sell it” will be their battle cry.

While I applaud the enthusiasm, there is a danger that all the hard work done during the product or service design stage could in part be wasted unless the same care and diligence is applied to the selling activities.

At some point the proposition must move out of the “laboratory” into the hands of those who must; engage prospects, turn them into customers, and actually sell them something.  This implementation of the go-to-market strategy and tactics is typically the responsibility of the sales force, channel partners, re-sellers, agents, etc.

archer aiming arrow

… it’s the archer has to put it in the target!

However, if those sales people rush out, ill prepared, “knocking on doors”, whipping up interest in the functions and features of the new offering it is likely that although prospects will show some interest, in some cases out of pure politeness, they will not go on to make a purchase.  The reason is simple; good selling involves uncovering needs and wants and then proposing ways of satisfying both.  Good selling also involves identifying suitable targets before expending too much effort.

In a classic B-2-B selling environment, but it could apply to any market type, this can be summarised as:

  • Through a combination of desk research and questioning identify those suspects that have the potential to become prospects (and eventually actual customers).  By this process of filtering you have reduced the potential prospect base to a more focused and manageable group.  You are now READY.
  • Having identified the potential prospects use structured questioning to qualify them and establish their real needs and wants and determine whether your proposition can actually satisfy both.  The questions are used to further filter prospects against your “ideal” profile.   You have now identified your potential customers and eliminated most of those that will ultimately say no to your proposition.  You now know who to AIM at.
  • Now you have your refined list of prospects that match your “ideal” you can commence FIRE.  The make-up of the firing stage will vary according to your market and proposition but in a B-2-B environment could include activities such as; webinars, product trials or demonstrations, proposals, presentations, RFT responses, and site visits to existing customers.  This can be a lot of work so it is important to ensure before you Fire that you take careful Aim having got yourself Ready.

The most common example that I see of Fire, Aim, Ready is the sales person who eagerly offers to provide a proposal having had a first meeting with someone who typically is not the decision maker.  They do not refuse the offer, after all it is free consultancy, but the proposal is very likely to miss the target because not enough work has been done (getting Ready) to know what or even where the target is, so it is impossible to Aim with any accuracy.  Such proposals clog up sales forecasts rolling over from month to month because no decision is being made.

If a company follows the process outlined below they stand a very good chance of being in the right place with the right product at the right time.