There is no one size fits all answer to this question. Much will depend on the maturity of your sales model, systems and people. However, there are things that can stand in the way of improving sales performance and so by definition, if you address some of these potential blockages then you will increase sales revenue.

There are four essential pillars to igniting sales performance, which you can see in our SERVE BlueprintTM. These are the four pillars:

Culture
Capabilities
Compensation
Company structure

We call these the 4’cs and they are essential pillars that both individually and collectively drive sales performance. If you haven’t reviewed these four pillars in your sales organization recently, then it might be time you did, because you never know; shifts in any of these could catapult your performance forward.

Isn’t it funny how some people have adapted to remote selling seamlessly and yet many have languished. Those that were using and adaptive process, tools and methodologies are the ones that have adapted well.

Sales itself hasn’t changed, the medium through which we communicate has in some cases. Buyers still buy to solve their own issues and don't forget they themselves have also a challenge discerning partners and vendors remotely.

There are definitely new communication skills that need to be learned and harnessed but essentially the sales game is still the same. Know the rules and play by the rules and your sales game will flourish.

The first requirement is to already be measuring your sales performance and have reliable recorded sales data so that you can benchmark before and after performance.

Let's take a simple sales metric such as win rate - the  percentage difference between the number of opportunities pursued versus the number won. You can look at a before and after picture or even a control sample and benchmark the old performance against the new. In one recent engagement the client’s win rate shifted 50% from 20% to 30% which equated to more than a 3000% return on investment.
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This number will continue to grow as more and more deals are won. Don't worry if you don't have the data recorded or are unsure about how to do this, we will walk you through the process step by step in the full understanding that a clear definition of RoI is key determinator of success.

It’s not that sale training doesn’t work, it’s just that it takes more than a  single sales intervention to change behaviours. This is the key; behavioural development so that salespeople practice success behaviours – this  doesn’t happen overnight.

We like using the metaphor of building sales muscle, which comes about as a result of repetition through coaching. Sales training in isolation does not create the change in behaviours and so will not work. Sales training, with coaching as a process for behavioural development over time, that’s what moves the needle.

We can help you develop a customised path to developing your people and building a self-sustaining culture of high-performance built on success behaviours.

Opportunities are won on lost price for a couple of reasons. Firstly, you are probably in a competitive market where from the buyer's perspective solutions all look very similar. Secondly, salespeople are struggling to articulate their differentiation in a context that is meaningful enough to the buyer.

Let's put it like this, the cheapest sets the market. If the cheapest is 1 and you are at 1.2, the buyer is never going to say why am I paying 1, they will ask why should I pay the delta of 0.2. In your answer to that question is whether the client will buy at your price premium or not.

It’s about setting your differentiators in the customer’s context and whilst the logic is simple to grasp, it’s not well practiced. In short, get good at defining your differentiators and you will start to uphold your price and your margin.

Our capability builder workshops will help you learn the framework to have these high value conversations with customers.

One thing you can be sure about, is that the environment we operate in will continue to change and we have to be able to adapt with the times.

Successful businesses are those that intentionally build a culture on both accountability and high performance. We spend a lot of time talking to business leaders about cultural transformation through our 3rd party intellectual property partnerships.

We can tell you now that cultural transformation is one, not as difficult as you may think and two the effects are so profound they will literally transform your business and performance to a place you may never have thought possible.

Chat with us and we can show you how this has been done so many times before.