When I learned this about the sales team of a hugely successful business I was shocked, and you will be too…

Picture this:

You run a business and you trust your sales team are doing everything they can.

Afterall, if they don’t make sales, they don’t make as much money, and sales people live for bigger commission cheques - it’s how they roll!

But one day, you’re enquiring about a product or service for yourself and you end up interacting with another company's sales team.

During this interaction the salesperson operates in a way that makes you stop and think “hmmm, does my sales team even do that?”.

At this point, you kinda sense that there’s something missing, but you can’t really put your finger on it.

Now, this may sound like the work of fiction, but it’s actually a scenario that is very common here, and one that unfolded recently with someone who came into contact with my sales team.

This particular person (I can’t share his name, so we’ll call him Mr. C) is the CEO of a ￡360m organisation.

So you’d be forgiven for thinking they had their sales process perfect!

It’s certainly what I’d assume from a company that churns out a 9-figure sales number and is growing consistently.

But the truth was, even though this company’s sales team were not underperforming, so to speak (it’s not like they already had a massive pain with making sales and were struggling), it became apparent that they could, and should, really be doing an awful lot more.

Now, because Mr. C is very smart and conscientious, he wanted to do some digging himself, so he proceeded to quiz me on what my team were doing and how they handled things like training, call volume, follow-up processes etc.

Quickly, he became aware of some pretty big gaps in the efficiency and effectiveness of his sales team.

Until this chance moment (he didn’t actually enquire about anything to do sales or his company, it was for a personal project), he had no idea that these gaps existed.

They were huge blindspots.

Half the battle with business is not knowing what you don’t know.

And when it comes to sales teams, the only way to learn what’s missing is to see what other people are doing.

As it happens, Mr. C has since invested over ￡40,000 in training for his sales team so they can plug these gaps and hit the accelerator on their revenue.

So, if that’s the experience of someone with a 9-figure business, how confident are you that your sales team is getting the best results possible for you?

Let's face it…

They don’t care as much about the business as you do.?

As long as they're making a living that supports their lifestyle, they’re happy.

The problem?

That probably leaves them way off the sales figures they (and your business) could be hitting…

Which means you’re leaving a tonne of money on the table!

In my experience working with sales teams, most are performing at a 3 or 4 out of 10 - but the business owner is completely blind to it.

And the great news is, it’s not a lack of desire, laziness, ability or poor leadership - it’s simply a case of not knowing what is truly possible for your team.

Just ponder this for a second…

If your sales team is performing at a 3, how much more revenue would you be generating if they were at an 8 or 9?

I’ll leave that with you.

Unless you’ve seen what a high performing sales team looks like on a day-to-day basis, it’s almost impossible to know where the improvements lie.

Like Mr. C, you may just see things from time to time that make you stop and think “yeah, maybe we could be more effective from a sales perspective”.

Which certainly means cash is being left out there, and some of the money spent on marketing is being wasted.

So, how do you actually know if your sales team could be achieving better results?

Well, there's a 7 point checklist which when explored in detail, reveals where the gaps are in your sales team performance.

Such as:

• What’s their daily training routine

• The number of times they follow-up (this is where unimaginable amounts of money is left on the table - after all, 85% of people will purchase 3-18 months AFTER their initial enquiry!)
• How many dials are being made
• And many (well 4) more!

In my experience, there are gaps everywhere!

And I’m not being ‘holier than thou’. My sales team must go through the constant analysis of the 7 points, because things do slip if not kept an eye on.

When things are measured, they improve.

When they’re not…

Well, you know what happens.

Now, I’M NOT talking about turning your sales team into a bunch of sleazy, pushy, hard-selling individuals like you see on The Wolf Of Wall Street!

I’m talking about creating a powerful team, aligned to your values, who consistently hit YOUR targets and stop losing sales that should be made.

Just out of interest (maybe by gut feel, or you might have actual data to back it up)...?

How would you score your sales team's overall performance on a scale of 0-10?

0 = Useless, may as well do it myself.

10 = Absolutely flawless and not a penny is left on the table.

Here’s what many business owners have said when I asked them the question before, and then again AFTER my sales team training:

“I originally scored them a solid 7, but now I can see they’re actually a 3!”

Which for you (the business owner) is great!

Just think how much of an impact taking that team from a 3 all the way up to an actual 7, 8 or 9 will have.

In my world 10’s don’t exist - there’s always room to develop and do things better.

Here’s the thing…

Sales people tend not to be short of an ego or two, so if asked how they’re performing, they’ll be pretty confident they’re doing ‘everything they can’.

So the start point is with you, the business owner.

If you’ve ever thought (about your sales team)?

• Am I getting the best possible return from my marketing spend and the leads/enquiries I get?

• Am I maximising the spend of my best customers?

• Do they learn and develop their skill set enough?

• Are they actually spending enough time speaking to people?

• Do they say the right things to the right people?

• Do they realise they could earn a lot more money??

If any of this has sparked some curiosity, then I invite you to book a call with the person who’s responsible for leading my sales team, so he can run through the Sales Team 7 Point Performance checklist with you.

After that call, one of three things will happen.

1. You’ll see your team are actually a solid 9 out of 10 and no additional development is necessary
2. You’ll learn what the gaps are and go away and do the work required to get them up to speed
3. You’ll learn what the gaps are and want to find out how we can help develop your sales team further

Outcome 1, albeit very rare (even with what seems to be a high performing 9-figure sales team), is good news, and means that if you’re struggling to scale, then it’s other areas of the business that need focus (which we can’t help with).

Outcomes 2 and 3 are perfect, because that will mean you’ll actually find out what’s missing, how much money you’re leaving on the table, and how to plug the gaps.

Now, learning this will probably sting a bit!

But imagine how it will feel when that money starts landing in your pocket!

Pretty exciting right?

And if you’d like to explore getting our help, it’s good for you to know right now that our clients generally invest anything from ￡60k a year down to ￡995 for team training workshops and everything in between.??

Mr. C had a problem in the millions, so the investment was much higher due to the team being bigger.

And of course, the return on investment was eye watering (should have charged more quite frankly!)

But before we even get to that conversation, the first step is to identify the gaps.

I’ll leave you with this final thought…

As a business owner myself, I know there’s always so much going on. It’s almost impossible to keep an eye on everything when you can’t see the wood for the trees.

In order for me to continue to scale, I have to get external eyes on the business, even if that’s just to bring my awareness to something that I’ll then get the team to fix itself.

Without awareness, we’re blinded by our limited knowledge, and when you’re in the business, your vision is impaired at even greater levels.

So with that said, even if you have zero intention of taking up any sales team training with us, I implore you to reveal the limitations in your sales team, so you can go to sleep at night knowing that all your time,?commitment and heavy financial investment into building a business is delivering you all the revenue it should be.

Click here to book your call with my Head of Sales Jack - https://go.oncehub.com/SalesTeamTraining?inf_contact_key=edd7ecf79bcc05193afe4c7125d6822a680f8914173f9191b1c0223e68310bb1