How can 100 sales targets be achieved

The sales process: The gold mine in sales

It is always worthwhile to take a critical look at the sales process. Because if the company's goals are not achieved, it goes without saying that the sales department is to blame. “Take action!” The management then says. But which ones actually? The answer is provided by the analysis of the sales process. Because regularities can often be seen in the failed sales projects.

Of course, sales organizations only want to have employees on their team who significantly exceed their sales targets year after year. Long-established salespeople who have risen to leadership positions share their past successes and wish their salespeople act in the same way. But they overlook one thing: Sales meetings are not veterans' meetings! Let's be honest: Which modern-thinking person would like to be regularly showered with success stories that have already existed? Times and sales have changed. And they do that faster and faster. A sales pitch follows regularities that must be observed!

Achieving sales targets in the sales process: Three (im) possible solutions

Gaussche's law plays a major role in assessing the sales process: 10 to 15 out of 100 salespeople always achieve their goals. 10 to 15 out of 100 salespeople never achieve their goals and should look for another job. That means that 70 to 80 out of 100 salespeople are mediocre. The question that remains to be answered is how do 70 to 80 mediocre salespeople fit into a company's sales goals? Not at all! Because the personal level of sales achieved by these salespeople is just around 70 percent. And the other sellers can never make up for that. So how can sales and earnings targets be achieved in the future?

  • Continue as before: The goals are still not being achieved. How long this will go well remains to be seen.
  • Reduce goals by 25 percent: These are always achieved with the existing team, but the company will soon have to give up.
  • Discharge: All mediocre salespeople are fired and successful salespeople are cloned.

The first option is to predict when the sales director will be fired. The second variant is economically not quite as elegant and the third is prohibited by law. What does a possible fourth variant look like?

The optimal solution for the sales process

Looking at won and lost sales projects is the first step in the right direction. Then it can not only be determined that certain things in the Sales process were not complied with, but also what exactly they are. Incidentally, this also applies to successful salespeople. Now if you say "Stop!" call and think that sales techniques are individual and do not follow a fixed process, do not worry. That is partly true. But you should also ask yourself the question: Why is it better to check the speedometer again when you leave the autobahn after driving at high speed for a long time? Because gut instinct alone will not work.

But if we should ever have the pleasure of looking through your projects together, we will quickly find out: Most projects are approached according to a certain pattern - let's call it a process. Successful projects were successful because they were ideal Sales process followed.

Optimizing the sales process: Uncontrolled selling is unprofessional

This Sales process, which is different in every company, is like a checklist used by pilots. A pilot who forgets to check the landing flaps before each take-off need not be surprised if they fail at some point during landing. Perhaps you are now thinking: “Well, someday…” But that is exactly where the problem lies: the pilot flies uncontrollably, the seller sells uncontrollably. Both of them are only lucky for a short time. It has little to do with professionalism!

In sales - both in B2B and B2C - it's the same. If the seller forgets to clarify certain points in the first phases of the customer conversation, he will be confronted with things in the final phase that endanger a positive outcome. If this happens more often, he will not meet his sales targets and the company will have a problem. However, these possible errors can be reduced, so that the probability of reaching a conclusion increases. However, only if the company is looking for an ideal Sales process going on.

This does not mean tinkering with the behavior of the seller, but rather developing an ideal, uniform approach that also represents added value for the customer. Ideal to compensate for weaknesses, uniformly because in England, too, left-hand traffic consciously applies to everyone and not just 10-15 percent of British people.

The sales process: the most important points in brief

  • Selling is a clearly defined process that has to be worked out on a company-specific basis.
  • People buy from people; therefore, ideally, you get to know the various people in the project group at an early stage of the sale.
  • Individual proposals for solutions can only be made if we know the needs of the people involved.

 

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