How is your Team Tracking?

Another week closer to mid-year! How is your team tracking as you stare down the barrel of about 45 selling days left to end of FY?

The feedback I’m getting is that it’s tough out there. With salespeople feeling really fatigued from so much change to the way they sell over the last 4 years, many are struggling to keep up their energy levels and it’s affecting sales.

What will you do to support them?

Here are my tips to support your teams to find another gear:

1. Be really clear about what they should focus on

If they’re account managers get them to focus on one of two things: increased average daily spend across their portfolio or increased frequency of purchase. Help them with what they CAN do to enable this to happen. You could say they should be focused on both, but start with one to get consistency in that trading pattern first, then add the other one.

If their focus is on new customers, help them to identify the lowest hanging fruit first and a strategy to win those. It will build their confidence, will most likely convert faster and add to EOFY results.

2.??Go back to connection and relationship

If you’re finding your team is almost on autopilot, going through the motions but treating customer calls and meetings like a “task” instead of a person, get them to focus on reconnecting. Help them by identify a few things to ask the customer when they’re there, and practice listening for the emotion behind the answer. It’s usually the missing piece. Who likes to feel they’re a number? No one. We get so busy we forget what makes selling so special – quality of our relationships.

3.??Lean on planning

Planning is the backbone of confidence, of great return on time invested and contributes to shorter sales cycles, improved conversion rates and greater share of wallet. Yet, most salespeople STILL wing it. Help them by starting with the end in mind for each customer meeting and work backwards with a structure for those conversations that will reach that outcome.

Remember to check out my Next Level Sales Impact Program as a way of further supporting your account managers. Speak to me about corporate rates for groups and blended solutions. Let me know if you’d like more information too.

A massive thank you to Bob Nordlinger too who was my incredible guest last week on The Sales Revolution Podcast. Thank you too to those who are following and listening on Spotify. Stay tuned for the next episode.

Warmest Regards

Ingrid???

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