Q4 2019 ACTION PLAN

Use This Time in Q4 2019 to Get Your Sales Organisation Battle-Ready for 2020

Common Sales Problems Companies Experienced in 2019

  • Sales strategy and execution suffered in companies that were unable to accurately pinpoint high-priority gaps in their Sales Organisation
  • Sales Reps continued to struggle with customer-centric sales messaging, and defaulted instead to product features and benefits
  • Individual Sales Reps followed their own sales processes, creating unnecessary complexity and wasting the time of Sales Managers who had to manage multiple, individual processes
  • Sales Managers were not up-skilled in best-practice and so were less effective in managing their teams for results
  • Poor hiring decisions made on Sales Reps who failed to perform, cost companies on salaries and lost revenue
  • In the absence of scientific assessments that pinpoint sales weaknesses with precision, months were wasted as managers tried to get to grips with intricate developmental areas of each of the Sales Reps on their teams

A PATHWAY TO WINNING IN B2B SALES IN SOUTH AFRICA TODAY

If you're doing business in South Africa today, you know it's tough – and by all accounts 2020 will be tougher. Only the strongest will thrive.

Companies looking to compete in this environment should waste no time in readying their Sales Organisations for battle.

Download the 10-Page Guide

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4 CRITICAL SALES AREAS YOUR STRATEGY MUST ADDRESS RIGHT NOW

1.

Run a comprehensive gap analysis of your current sales strategy & execution

There are 5 pillars within every sales organisation that high-performing companies excel at, they are:

  • Competitive Strategy
  • Customer Engagement
  • Sales Talent
  • Sales Management
  • Sales Enablement

Weaknesses in any one of these areas can compromise the organisation as a whole. Without a thorough 360-degree assessment across the 5 pillars, blind-spots can occur

2.

Overhaul ineffective customer engagement sales processes for success at scale

  • As competition intensifies and price becomes a focus-point, commoditisation occurs
  • In B2B sales today, the manner in which your sales force engages with today’s customers can be an important differentiator
  • When that sales process is ineffective it compromises every interaction your Sales Reps have with prospects, resulting in weaker interactions, and higher deal-loss ratios

 

3.

Equip your Sales Managers with best-practice sales management skills to see improved results across the Sales Force

  • Frontline Sales Managers have an out-sized influence – positive or negative – on their teams’ results.
  • Because no formal tertiary education exists in the arena of selling, Sales Managers tend to ‘learn on the job’ and their skill and style of management is often a product of their previous environments, rather than best-practice
  • Consequently, Sales Managers often benefit from up-skilling when it comes to effectively managing, monitoring and coaching Sales Reps on the key revenue generating activities that lead result in deals

4.

Ditch the guesswork & adopt a scientific approach for hiring & developing Sales Talent

Many companies still fail to make use of scientific tools in hiring and development decisions. Consequently, time and money are wasted on poor hires who fail to make their numbers, and coaching efforts that fail to hit the mark. Do this instead:

  • Assess ‘sales DNA’ required in candidates during the hiring process
  • Accurately pinpoint priority areas for individual and team development

 

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A pathway to winning in B2B sales in South Africa today