Sales Force Transformation Programs
A leading technology company was losing sales and potential future opportunities because its salesforce behavior was reactive and not proactive. A reactive salesforce will have most of if not all of these indicators.
- Sales leaders not having a consistent common message to sales organization causing confusion
- Sales leaders spending too much time in the wrong areas that don’t affect sales metrics
- Sales leaders consistently hiring non sales performers
- Sales leaders having the wrong conversations with salespeople in their 1 on 1’s
- Sales department turnover and churn is higher than normal
- Salespeople are only closing a low percentage of proposals
- Salespeople are inconsistent in meeting quota’s month after month
- Sales departments has low levels of prospecting activities
- Salespeople reply solely on organic traffic and referrals
- Salespeople have a low level of trust and respect for their sales leaders
- Salespeople do not have a defined prospecting process
- Salespeople do not have a defined sales meeting process
- Salespeople suffer high levels of call reluctance when making outbound cold calls
- Salespeople pipeline forecast is inaccurate
Reactive sales cultures cost the organization a significant amount of time and money. With competition white hot to take business away organizations today are investing in long term sales transformation programs. And for good reason. Pro-Active sales organization performance on average is 70% better that reactive organizations. Sales leaders are more confident in how to support their teams. Employee churn is lower, sales cycle is reduced 25% and forecast are more accurate.
Our proven Sales Transformation programs and processes assist organizations to move from reactive sales culture to a proactive sales one. The transformation will assist change in three key areas.
Three Keys Transformations in:
- How sales leaders facilitate their team meetings
- How sales leaders communicate in their individual One on One’s sessions
- How sales leaders conduct field and desk side observations
Concerning the technology company above and after the Sales Transformation process was completed there was a significant impact on client’s business. Today the client is experiencing:
- A more proactive and customer-centric sales force.
- Sales leaders are more confident in their hiring and coaching of salespeople.
- Skills needed to reduce the sales cycle and close more business is consistently developed in each weekly team meeting.
- Pipeline forecast are more accurate due to better skills in prospecting, qualifying opportunities and proposal presentations.
- Sales leaders are better able to track and measure activity proactively.
- Sales managers feel more confident in their ability to exceed sales quotas.
The salesforce transformation has resulted in 20% overall increase in revenue numbers. Sales leaders and their teams now make 80% more prospecting calls per week. Qualified sales meetings have increase 25% and proposal signing have lowered from 70% loss to an average of 55% loss (or number of proposals generated that do not get signed).
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