After analysing the sales problem in an attempt to identify THE primary cause, you discover a multitude of underlying issues:
• Your salespeople do not qualify leads well.
• They are selling their preferred products rather than the entire portfolio.
• Your expensive CRM system is not being used, and there is constant aggravation between management and the team.
• Predicted accuracy is, in fact, inaccurate forecasting.
• The team spends much time and money chasing possibilities they don't win.
• The team are spending time servicing existing customers and not signing new business.
• There is a lot of pressure on prices, and the sales force always requests lower prices, reducing margins.
Consequently, you decide to take action: you will train them. But is it just more of the same as you have engaged in sales training in the past?
Sales Focus Coaching provides one-on-one through our unique online format.
www.salesfocuscoaching.com
