What if I tell you that your sales performance is not the same as your sales results? Every time I share this thought with a sales leader, I am often met with disbelief. Eyes wide open, they firmly disagree. However, let me explain. Sales is a performance-driven profession, much like sports. You canContinue reading “Sales Performance vs. Sales Results”
Tag Archives: effectiveness
How to be selective?
Selectivity has been the foundational element of trade since the very beginning. And in today’s current terms, it is the core of commercial effectiveness. Being selective about the geography where you want to sell, market segments, type of customers, offering, pricing…
Yet, it is not that easy to implement. Because selectivity is the product of deep thinking, analysis, and reflection…and sometimes intuition and feeling, it requires a certain level of clarity.
On the other hand, without being selective, getting lost in a commercial activity is very easy. So, how to become more selective?..
STOP for Sales Effectiveness
As a salesperson, the most valuable resource you have is time; your success highly depends on how you spend it. Are you operating in the right geography and the right market segment? Are you targeting the right customers with the appropriate solution and the most profitable products? Are you chasing the right deals?
The answers to those questions give a great deal of information about a salesperson’s effectiveness. But…
Slack in sales
Focusing on efficiency can result in doing the wrong thing most efficiently. But, how can salespeople know if they are doing the right thing?
How to improve sales effectiveness?
It is counterintuitive to refuse some large deals just because they are not profitable enough; it may sound strange to go back to market to prospect for new customers while you already have a historical customer database. It is a painful process to say no to your historical customers.To help make this shift, below are some tips I think can be helpful:
Who are your best customers?
…calculating the profitability of a sales transaction beyond the margin requires some questioning. And the answers will show how effectively you are selling.
Learning for Performance 