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Central Scotland | amackie@sandler.com
 

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Are great salespeople born or made? Anyone can become a salesperson. There is no real barrier for entering and progressing within sales. However, just because someone understands the product or service and can talk about it, doesn’t mean that they are good at sales.

What makes a great salesperson then? It’s three aspects – attitudes, behaviours and techniques - referred to as the Success Triangle at Sandler. Many sales managers focus on improving only one aspect of the triangle – techniques. While in most cases, attitudes and behaviours are the real roadblocks to the success.

Here are three signs indicating that you should implement a sales process in 2017.

1. Low proposal and deal conversation rate

This is one of the most common problems our clients face. Sales teams waste a vast amount of time and money to prepare proposals and process demo requests. Yet too few of these proposals and demos lead to closing a deal.

You might be able to resolve this problem by implementing a successful selling system. It will allow your salespeople to qualify or disqualify leads early in the process. Help them focus their time and energy on the right prospect. Decrease the amount of time and money wasted on prospects who have no intention of buying from you.

2. Losing deals to cheaper and inferior competitors

Today’s fast-paced business environment puts customers in a strong position to negotiate on price and payment terms. Business leaders often struggle to differentiate themselves in this competitive market. They feel that losing deals to inferior competitors forces them to lower the price on their high-quality products.

An effective selling system allows to stay on track and maintain control. It enables managers to plan with a greater accuracy and recognise problems before they become major roadblocks.

3. Only hearing excuses from the sales team about the targets

Perhaps it’s the competitors, economy or the marketing department that stopped the team from hitting the numbers. In most businesses, each salesperson follows what they think the sales process is. It is uncommon for two or more salespeople to follow the same process. This is an ineffective way of selling and can only produce mediocre results at best.

It might be worth, to begin with recognising successful and unsuccessful behaviours from the past. Successful behaviours will define those specific action steps and create a successful selling system. While recognising the unsuccessful behaviours will help with eliminating them to improve the performance.

Perhaps 2017 could be the year of the sales process for your business too.

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