Posts Tagged '7 deadly sins'

7 Deadliest Business Sins – No 4. Never Target Your Customers

Allow your sales people to do what they like, go where they like, to get orders. The result will be an increasing number of low value customers that will not contribute significantly to your bottom line. Your costs will increase as sales people will travel anywhere to get orders no matter what the value of those orders and your competitors will grab the biggest and best customers.

The fifth sin, Never Set Targets For Your Sales team, available 22nd May

This article is reproduced from our in house newsletter. “Boost Your Business” May 2012.

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7 Deadliest Business Sins – No 7. Never Ask For The Business

More than 70% of sales people do NOT ask for the order!  They may well qualify the prospect
right, identify the benefits for that particular customer, do a fine presentation, answer all the objections but then do not complete the sale. Often fear of rejection is at the root of
this issue. But by not asking for some form of commitment they are leaving the door open for the client to say “I’ll think about it.”

This was the last of seven articles, The 7 Deadly Business Sins reproduced from our in house newsletter. “Boost Your Business” May 2012. 

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7 Deadliest Business Sins – No 6. Don’t Bother With That Fluffy Bunny Motivation Stuff

Selling is a tough occupation and motivation needs to be a regular part of the sales manager’s activities. Identifying what the right sort of motivation is for each of the sales team and then
working on that will help turn average sales people into stars. But start with your own attitude. Attitudes are contagious – is yours worth catching?

The seventh and final sin, Never Ask For Business, available 25th May

This article is reproduced from our in house newsletter. “Boost Your Business” May 2012. 

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7 Deadliest Business Sins – No 5. Never Set Targets For Your Sales Team

By not setting targets your sales team will not know what is expected of them, not know which customers to target and the sales manager will find it difficult to motivate them to a better performance. Sales people who are not comfortable with targets are just that comfortable.

The sixth sin, Don’t bother with That Fluffy Bunny Motivation Stuff, available 24th May

This article is reproduced from our in house newsletter. “Boost Your Business” May 2012. 

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7 Deadliest Business Sins – No 3. Do Not Train Your Staff

The average number of days spent training sales people in the UK is 1 day per year! In the US it is more like 2 days per month. And the results show. To become top performers sales teams need to be trained on technique, process and the benefits of the products again and again.
Many companies consider the training budget to be a cost but they should look at it as an investment.

The fourth sin, Never Target Your Customers, available 21st May

This article is reproduced from our in house newsletter. “Boost Your Business” May 2012. 

Read the complete article

7 Deadliest Business Sins – No 2. Discounting

Discounting is an invidious way to get more sales. And most times it will not work. Yet many sales people will resort to this as a way of closing and trying to increase sales. It is easy for the lazy sales person and it is frequently a panic  measure bought about by the first deadly sin.
If you have not correctly positioned your product no amount of discounting your product or service will persuade your customer that it is even better value for money.

The third sin, Do Not Train your Staff, available 20th May

This article is reproduced from our in house newsletter. “Boost Your Business” May 2012. 

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The 7 Deadliest Business Sins

All companies need to increase sales and improve their performance on a continuing basis if they are to survive. Most companies lose between 10-20% of their customers per year due to bankruptcies, mergers and simply because the customer stops buying. Studies show that 66% of companies consider that sales and marketing are the key issues for their business right now. But they are less likely to do something about it than cutting costs. Here are the 7 deadly sins – mistakes that many companies make in trying to improve their performance.

Sin 1.  Get out and do more sales

This is the normal reaction of most sales managers. When their teams are not performing well they will require redoubling of efforts in either sales visits or telephone calls. But doing more of the same thing will necessarily get more of the same result: below target performance.
A review of their target customers, messages and better understanding of benefits is more likely to achieve results
required. They need to work smarter not harder.

The second sin, Discounting, available 19th May

This article is reproduced from our in house newsletter. “Boost Your Business” May 2012. 

Read the complete article


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