Many companies think that the reason for poor sales is poor closing skills. I’ve reviewed hundreds of sales teams over the years and analyzed what they were doing right and wrong. Seldom did I discover it was closing. In some cases I believe that if they closed any harder they risked getting arrested!
The problems almost always rest earlier in the sales process. In most cases, there was no sales process. As a result, expensive leads were turned into excuses with blame pointed in virtually every direction.
Without an effective, company-wide sales plan, you are left listening to each representative explain why the deal never happened. With a plan, you can compare activities against the proven process to find the gaps. From there, improvement is simply a matter of adjusting behavior.
Build a sales process that is customized to your company, product, competition, market and the client’s buying process. A plan that covers all the bases will result in more and larger sales with happier clients.
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