Regardless of the current sales trend, all businesses strive for additional sales. An analysis of sales challenges and development of solutions to those challenges can result in improved sales. Sales analysis, however, to be effective does not strictly come from an owner but should involve everyone involved in sales (i.e., the sales team). When allowed to participate in developing solutions, the outcome is greater ownership and motivation by salespeople.
Depending on the size of the business and number of salespeople, teams can be tasked with analyzing several key areas, diagnosing challenges in each area, and then developing solutions to help improve individual sales performance. Team results can be compared for similarities and differences.
The sales team or teams can be tasked to review the following:
Brainstorming among salespeople is a worthwhile endeavour that seeks input from those individuals directly involved in the sales process. It is through this type of analysis that other observations, in addition to the direct sales process, can be made regarding critical issues in a business that might have a positive or negative effect on sales. Some of these observations and issues might relate to:
There are sales challenges in any business that must be overcome before sales can reach the next plateau. When the sales team works as a cohesive unit, both evident and underlying problems and issues can be resolved. Rather than hoping sales will improve, imposing higher quotas on salespeople, firing those who don’t meet their objectives, and hiring new salespeople without adequate training will not consistently over a period of time achieve desired sales goals. Businesses that do spend adequate time with a structured approach to solving sales challenges see their efforts pay off with increased revenues, higher closing rates, and motivated salespeople.
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