“Every system is perfectly designed to get the results it gets.”
~ Donald Berwick
Why You Have the Sales Results You Do
Read that quotation again… slowly.
You may not like the message, but the truth is that the results you are getting are directly related to the sales system you are implementing.
In my NLP Master Practitioner Certification courses, I teach a powerful tool known as strategy elicitation. I introduce this by talking about the strategies / habits / systems people implement in daily life without recognising them. Almost everyone has a particular way of doing things ranging from the way you dry yourself after bathing, or get into bed, to the way you design complex electrical systems or plan a trip into space.
Whether you recognise it or not, you have a sales system. The question you need to ask is: “Does my sales system deliver the results I want?”
What to Do If You Don’t Like Those Results
Some of my clients, especially corporate sales managers who delegate their team development to me, respond to the question with, “You’ve got to be kidding! Of course not!” or words to that effect.
Other clients are more nuanced, “Not always” or “There are some gaps.” Or even: “I’m getting good results – better than my competitors – but I know I can do more!”
That’s why they’re talking to me… Their existing sales system isn’t delivering what they really want.
When we dig deeper it’s obvious that either their system is ‘random sales acts’ or they have some aspects of their system that are either sub-optimal or destructive.
Once you are aware that your system is letting you down to some degree, you will see things you can change. Try this exercise:
- Document your existing processes for:
- Identifying prospects
- Piquing their interest
- Making contact
- Nurturing the sale
- Closing the sale
- On-boarding clients
- Seeking referrals and recommendations
- Following up lost opportunities
- Seeking the next sale
- Analyse these processes and find the gaps;
- Fill the gaps.
You’ll be surprised at how effectively following this process to the letter transforms your results and shifts them closer to the results you want. You may also be shocked by what you learn about yourself and your team.
This is not a process for the faint-hearted or those who do not like facing unpleasant realities. It is a process for those who want to accelerate both the value and the volume of their sales.
Is Your Sales System Future-Proof?
If there’s one thing this pandemic has taught sales teams, it’s that you need to build systems for both nurturing existing prospects and finding new ones. It has also exposed massive holes in many businesses’ sales systems.
When the economy was riding high, sales and leads flowed almost effortlessly – as tensions have risen, the atmosphere has changed… And so have the stakes.
If your sales pipeline is overly dependent either on existing business or new leads and you don’t have an effective system that balances the two extremes (and many individual sales people do not) then you are at the mercy of the economy and other outside factors.
Confident Conversion: 90 days to More Cash, More Clients, More Impact
This is my flagship program that helps you build the sales systems you need to close sales and fill your pipeline both now and in the future.
There are two facets of this: a small group program for individual business owners or small teams to attend where we work to master the principles and gather the tools required to create effective systems for each area of your sales process. The end result is a sales system that works for you and delivers the outcomes you are looking for.
Alternatively, I offer an in-house version for sales teams where the focus is specifically on analysing and refining your existing sales systems and building cohesive sales teams that deliver extraordinary results.