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How exactly is this achieved.<\/p>\n
Conversation with Sales Manager A<\/strong><\/p>\n \u201cMy sales person working reomotely will not sell our consumable range \u2013 they just focus on our high end engineering solutions. \u2013 I want you to train them\u201d<\/p>\n \u201cWhy do you think they are not selling the consumable range?\u201d I asked<\/p>\n \u201cI don\u2019t know, I have instructed him to do so.\u201d<\/p>\n \u201cIs he achieving his sales revenue targets?\u201d I asked<\/p>\n \u201cYes\u201d he replied<\/p>\n \u201cSo what is the problem \u2013 as far as the sales person is concerned he is doing his job for the company. Were the targets specified to include the behaviour you were seeking?\u201d I asked<\/p>\n \u201cNo. I have had a performance review and still not change.\u201d<\/p>\n \u201cTrain them on what please?\u201d I asked. (I knew what\/who was the problem here)<\/p>\n Conversation with Sales Manager B<\/strong><\/p>\n \u201cI want you to train my team \u2013 there are veterans and newbies\u201d asked Sales Manager<\/p>\n \u201cWhat would you like to change within your team?\u201d <\/em>I asked<\/p>\n \u201cThey need a sales visions\u201d he replied and \u201ca shot in the arm AND alignment – singing from the same song\u201d<\/p>\n Mmm both these examples show a lack of sales leadership.<\/p>\n So what should a sales leader do to create a high performance team?<\/p>\n Once this is established the sales leader needs to help their salespeople understand the company\u2019s sales strategy, and to align their personal strategy with it so that they feel ownership and responsibility to it. These nine open-ended questions can help.<\/p>\n What excites you about the sales strategy and why?<\/p>\n What is not that exciting and why?<\/p>\n What will success look like for you and the company?<\/p>\n What is the main outcome you would like to achieve?<\/p>\n How will you know you\u2019ve reached that outcome?<\/p>\n What will need to happen before\u2026?<\/p>\n What stands in the way of\u2026?<\/p>\n Which clients will provide the bulk of your sales and what will you need to do to ensure this happens?<\/p>\n What is your win\/loss ratio?<\/p>\n What is the average order value<\/p>\n Considering the gap between what your current clients will bring in and your sales target, what new clients will you need to prospect?<\/p>\n So if you take your average order value. Your win\/loss ratio \u2013 how many orders will you need and then how many new clients will you need<\/p>\n Now we know the focus, we now need to focus on the activities to get there<\/p>\n Here are some questions to assist<\/p>\n So you need this many new clients, what will you need to do to get to them?<\/p>\n How many calls will you need to make to lock in a meeting \u2013 virtual or f2f?<\/p>\n Is there any other activities you could do to create opportunities to meet the ideal client?<\/p>\n Which activity do you find the easiest and the hardest?<\/p>\n Which activity will yield the best outcomes?<\/p>\n What do you need to focus on to ensure the existing revenue continues?<\/p>\n What do you need to do to ensure this happens?<\/p>\n What others products\/services could we position with them?<\/p>\n What is need to do this?<\/p>\n Who else do you need to have a relationship with?<\/p>\n How can you reach the people you want\/need to talk to?<\/p>\n Who would you really like to have on your side?<\/p>\n How can you get them on your side?<\/p>\n What type of relationship will you want and what is required to obtain this?<\/p>\n Are you the trusted advisor? How would you know this?<\/p>\n What do you need to do to be the trusted advisor?<\/p>\n Why should they even care about this?<\/p>\n What would cause them to do nothing? <\/p>\n How strong is the incumbent?<\/p>\n What are the red flags?<\/p>\n<\/div>\nFirstly what are they supposed to focus on \u2013 how will we make our targets? What is the sales strategy?<\/strong><\/h2>\n
Now lets get back to the clients that will deliver a certain amount of revenue – key accounts. Here are some questions for sales leaders to ask.<\/strong><\/h2>\n