Maximising Return on Sales Team Investment
Sales directors are rarely 100% happy with the performance of their teams, many reporting that almost half of their salespeople fail to achieve target. Here’s how the frustrations caused by sales underperformance and its impact on revenue can be turned into opportunities.
Typical issues for sales directors
- Lack of consistent new business activity
- New salespeople taking too long to get up to speed
- Forecast opportunities delayed or lost
- Salespeople failing to operate at a strategic level
- Customers lacking commitment and loyalty
- Good salespeople moving on
- Salespeople not bought into your vision or going off the boil
- Not winning big opportunities which absorb significant resource
Turning frustration into opportunity
Even though there is no ‘one size fits all’ solution there are some common themes. Jim Wigg’s approach is based on his ability to:
- Attune himself with a sales director’s thinking
- Engage quickly and effectively with salespeople
- Identify and analyse shortcomings in individuals and across teams
- Pinpoint what’s needed to effect change
It is likely to combine team sessions with one-to-one coaching, and Jim has sufficient confidence in its effectiveness to work on a ‘risk and reward’ basis. The results speak for themselves.