Australian Dollars And Wooden Calendar With Cubes Eofy

“In a rapidly changing economy, it is essential to have a robust sales strategy and leak-proof sales systems so that you build trust with prospects and clients and never resort to pushy sales tactics.”

~ Chandell Labbozzetta

Sales System Secrets that Position You for Success

Most businesses have pitifully weak sales systems.

That’s OK in a thriving economy – which is what we’ve experienced for the past 10 years or so, despite the stresses of the pandemic. When governments print money, business booms even while the underlying structures are rusting out, but eventually the time comes when you need to pay for everything you’ve borrowed. That time is here. Now.

Therefore… NOW is the time to pay attention to your sales system and ask: is it built to withstand an economic tsunami?

The truth is that you can build a sales system that is fragile or one that is robust. A fragile sales system will see your sales numbers slipping along with your market positioning, and your sales reps turning to desperate measures like discounting and manipulation. A robust sales system may see a slight decline in actual sales revenue, but it will see your reputation rising to new heights of leadership and authority, and your sales reps selling with integrity and confidence.

5 Keys to Your End of Financial Year Sales System Review

There are 5 Key Areas of Your Sales System that you should review as part of your EOFY procedures to evaluate the robustness (or anti-fragility) of your sales system:

  1. Team Morale and Confidence: this is not about whether your sales team is actually closing sales as much as it is about their confidence in the quality and value of your product or service.
  2. Client Needs Evaluation: in a changing environment are your product development people listening to what the sales people are telling them and acting on the information. Do you have mechanisms in place to process this information effectively?
  3. Offer and Pricing Review: based on the information provided by the clients, is your offer as finely tuned as possible and is your price reflective of the value you deliver – and yes, even in a shaky market, raising prices is an effective way of making more
  4. Sales Tools and Training: check that your sales tools are fit for purpose and your sales team are receiving the support and training they need to use them effectively. Ineffective sales tools and inadequate communication skills are a big reason why sales teams turn to pushy techniques and feel unsupported.
  5. Key Metric Tracking: ensure that you are only tracking the 3 key metrics that are leading indicators of your sales success so that your sales team focus on needle-moving activities and can see their upcoming sales success.

EOFY is the most important time to review your sales systems and ensure that they are set up to deliver more sales with less effort and a higher quality of clients. This goal is always important, but it’s especially important when the economy is stressed and inflation and economic slow down are the predominant forecast.

Sales Systems and Processes for a Slowing Economy

As money tightens, team morale and confidence are important keys to your profitability, but nothing boosts morale and confidence more than having robust sales systems and processes to fall back on. This is because even if the flow of leads slows down, these sales systems enable your team to avoid the kind of strident pushy sales techniques that are commonly associated with the confidence crush of the Eighties.

I’ve always said that when your sales system is designed to foster scale rather than growth, not only can you grow your business dramatically in good times (without overworking your staff), but you are also set up to prosper in tough economic times as well because your system has built-in rewards for the team by measuring the key elements of a sale that they can control and it also has checks and balances built-in so that your team can operate at maximum effectiveness.

Confident Conversion 90 days to More Clients, More Cash, and More Impact

In this 90-day program we cover essential strategies to design and build a robust and scalable sales system to prepare your sales team for success in a challenging economy by addressing mindset and communication tools, as well as a powerful sales strategy that delivers results.

Learn more about Confident Conversion: 90 days to More Cash, More Clients, More Impact HERE.

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