As we end this financial year, it’s time to regroup, review and refocus

Hello beautiful people!

Many are saying the tougher economic conditions are with us for the next 2 years which means we must be able to not simply survive but emerge stronger as a result of the decisions we make, the actions we take and the work we do during them.

As we end this financial year, it’s time to regroup, review and refocus.

How though?

Here are my suggestions to ensure you head into the tighter market or what many are calling a “down” market from a position of strength:

1.??Regroup:

When you look at your sales team, how many of them are up to the challenge of selling in this market? Do they have the skills? Do they have the willingness to do more than they’ve ever done before to get the same results? If you had to make a decision today about who you have on your team, is there anyone who isn’t delivering a return? If this sounds brutal now, we need to talk because it’s only going to get tougher.

2.??Review:

Where are the gaps in their skills? Do they operate superficially or are they able to go deeper with customers? Are they able to dig out opportunity and drive outcomes, or are they order takers or customer service reps? Do you have your best people on your highest potential accounts? How well do your account managers protect and fortify the accounts in their portfolios? Do they even know what that means? How are they growing the value of their portfolios?

3.??Refocus:

Does your structure provide a career path for salespeople to progress? Does each role build on skills from the previous one? How are you onboarding new talent? Are they working to 90 day plans that will ensure they achieve their targets? Where is growth going to come from? Does your team understand margin, cost of sale, customer acquisition cost and cost to serve? If they do, how well is their sales behaviour minimising these? Are you tracking these on a per customer or per sales person basis to identify gaps and develop them?

I’ve been knees deep in writing my book this month and plan to have the first draft finished by the end of next month!! And about to begin the next round of podcast interviews too.

Listen to The Sales Revolution Podcasts here.

Congratulations to those who are using Next Level Sales Impact to train their account managers. Don’t let training budgets limit your ability to build your team capability: Next Level Sales Impact

Remember me for your sales conferences (big lineup for the next quarter): book in here.

Have a great run home to EOFY.

Warm Regards

Bianca