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What do you do if your sales performance is stagnant and you need a fresh perspective?

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When your sales performance hits a plateau, it's natural to seek a fresh perspective to reinvigorate your strategy. Sales operations, a key function in managing and directing sales teams, often requires innovative thinking to overcome stagnation. Understanding that sales performance is not just about the numbers, but also about the processes and techniques behind them, can lead to significant improvements. It's crucial to reassess and adapt your sales operations to ensure continued growth and success in a competitive market.

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1 Analyze Data

Comprehensive data analysis is the bedrock of understanding stagnant sales performance. Diving deep into your sales data can uncover patterns and trends that are not immediately obvious. Look for changes in customer behavior, sales cycle lengths, and conversion rates. By identifying the root causes of stagnation, you can make informed decisions to adjust your sales strategy. Remember, data tells a story; it's your job to interpret it and write the next chapter.

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Jeff Ignacio

Growth & Revenue Operations | SaaS | Startup to Scaleup | Process | Enablement | Advisory | Systems | RevOps Newsletter at revengine.substack.com
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If sales are stagnant the 'why' needs to sussed out. Breaking out why starts with factoring out into smaller components which need to be studied. Factor 1: price 1a/ This could further broken out into product mix (lower priced vs higher priced items). 1b/ generous use of discounts, 1c/ over performance in down market segments (SMBs) Factor 2: quantity 2a/ smaller # of deals (2aa/ lower activity, 2ab/ lower meeting conversions), 2b/ sales cycles lengthening, 2c/ loss reason mix is shifting (perhaps you're losing to competition or No Decision more than usual), 2d/ saturation of core market Factor 3: people 3a/ loss of tenured reps, 3b/ promoting best reps to leadership and not backfilling performance, 3c/ under hiring headcount vs plan

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Ravi Kiran

4x LinkedIn Top Voice | Proven FMCG Revenue Growth Strategist | Visionary Sales & Marketing Leader | Trade Marketing Expert | Management Consultant | AI & Emerging Tech Evangelist
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If sales performance is stagnant, it's time for a fresh perspective. Start by conducting a comprehensive analysis to identify areas of improvement. Seek input from team members to gather diverse perspectives. Consider bringing in external consultants or industry experts for fresh insights. Experiment with new strategies and approaches, such as targeting different customer segments or utilizing innovative sales techniques. Encourage a culture of continuous learning and adaptability within the team. Embracing change and exploring new ideas can revitalize sales efforts and drive growth.

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2 Seek Feedback

Feedback is a powerful tool for gaining new insights into your sales operations. Engage with your customers, sales team, and other stakeholders to understand their perspectives on your products or services. This feedback can reveal areas for improvement that you might have overlooked. It's important to approach this process with an open mind and a willingness to act on constructive criticism to enhance your sales approach.

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Robby Fuchs

Experienced marketing and sales leader l ex-L‘ORéAL l digital enthusiast l entrepreneurial hands-on strategist
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A specific approach to gathering feedback could be organizing regular feedback sessions with the sales team, where they can freely express their thoughts and ideas. Additionally, utilizing customer surveys or conducting one-on-one conversations can be effective in obtaining direct feedback on products or services. External workshops or brainstorming sessions with experts could also be utilized to generate fresh perspectives and ideas. The key is to leverage various feedback sources to gain a comprehensive understanding and derive concrete actions for improvement.

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3 Training Refresh

A well-trained sales team is crucial for improving performance. Consider revisiting and refreshing your sales training programs. New training sessions should focus on the latest sales techniques, technologies, and market trends. This not only boosts the skills of your sales team but also renews their motivation and engagement. Continuous learning and development are key to maintaining a dynamic and effective sales operation.

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4 Process Review

Regularly reviewing and updating your sales processes can lead to more efficient operations. Evaluate your current sales workflows, looking for bottlenecks or outdated practices that could be slowing down your team. Streamlining processes and introducing new tools or methods can significantly improve productivity and sales outcomes. Remember, even small changes can have a big impact when applied consistently across your sales operations.

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5 Innovation Drive

To break out of stagnation, you must foster a culture of innovation within your sales team. Encourage your team members to think creatively and propose new strategies or solutions. This might involve experimenting with different sales channels, pricing models, or customer engagement tactics. Innovation should be seen as an ongoing process, where successful experiments are scaled up and less effective ones are learned from.

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6 Monitor Trends

Staying abreast of industry trends is essential for keeping your sales strategy relevant. Monitor market developments, emerging technologies, and competitor activities to anticipate changes that could affect your sales performance. Adapting to these trends early can give you a competitive edge and prevent your sales operations from becoming outdated. Always be prepared to pivot your strategy in response to the evolving market landscape.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Nicholas Reid

Revenue Operations Leader
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I would highly recommend implementing a knowledge sharing forum for the sales team to prevent their knowledge and skills from becoming stagnant. This is a forum where you can also quickly identify skill gaps as those will be the first topics/questions raised by the team. It is a quick way to diagnose the human element of sales.

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Deepam Malana

Skilled Business Development Leader | Revenue Enhancement | Client Acquisition | Networking Enthusiast
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When your sales aren't picking up as you'd like, it's time to shake things up. Take a moment to reflect on what's been working and what hasn't. Talk to your team about their thoughts and experiences, and listen closely to feedback from your customers. Keep an eye on what your competitors are doing and seek advice from trusted colleagues or mentors. Invest in training for your team and be willing to try out new strategies. Keep track of your progress and be ready to make adjustments along the way to give your sales a fresh boost.

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What do you do if your sales performance is stagnant and you need a fresh perspective?

1

2

3

4

5

6

7

1 Analyze Data

2 Seek Feedback

3 Training Refresh

4 Process Review

5 Innovation Drive

6 Monitor Trends

7 Here’s what else to consider

Sales Operations

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What do you do if your sales performance is stagnant and you need a fresh perspective?

1

2

3

4

5

6

7

1 Analyze Data

2 Seek Feedback

3 Training Refresh

4 Process Review

5 Innovation Drive

6 Monitor Trends

7 Here’s what else to consider

Sales Operations

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