How to Accelerate SALES Dramatically
Sales volume and value is a function of the quality, quantity and target of sales activity.
Dramatic improvement in sales is the natural consequence of increased capacity, capability, collaboration and leadership.
How to Accelerate SALES Dramatically
Solution Examples
- Demand-Generation for Sales.
- Buy-Cycle Acceleration.
- Defrag your Brain for Sales.
- Deliberate Rapport & Empathy for Sales.
- Contribution-Rate Targets.
- Time Allocation Planning & Scheduling for Sales.
Impact Potential
The Dramatic Improvement Opportunity in Sales
The opportunity for dramatic improvement in sales performance (assuming a worthwhile product or service) includes:
- A 50% - 100% increase in capacity.
- A 100% - 200% increase in effectiveness.
- A 50% - 100% increase in margin.
In addition to wasted capacity and low activity rates, huge amounts of sales effort is wasted because it’s misdirected or ineffective.
The Dramatic Improvement Opportunity in Sales
The principles apply to FMCG and big-ticket extremely complex sales - and everything in-between.
Common Failure Modes
We have a huge tendency to to focus on creating buying pressure, instead of removing buy-cycle friction points.
We also tend to focus on activity (inputs), rather than impact (outputs).
Foundational Solutions
Buy-Cycle Acceleration
The essence of Buy-Cycle Acceleration is - Instead of increasing sales pressure - to identify and reinforce the need and remove friction-points in the buying process.
Buy-Cycle Acceleration
- Validate and apply the customer need diagnostic to each opportunity.
- the Identify the most common buy-cycle friction points and develop solutions for overcoming each of them.
- Run diagnostics on each sales opportunity regulalry to estaboish which friction points apply to each one.
- Batch-process sales activity to maximise performance and grow expertise in relieving each friction point.
Defrag your Brain for Sales
A fragmented, multitasking brain results wastes capacity and impacts on sales performance.
It takes at least 15 minutes to reach deep concentration on a challenging sales task - and every time we switch cointext away froma task and back again, we incur that cost again
Defrag your Brain for Sales
- Group similar sales activities together to reduce context switching.
- Ensure that you have periods of every day that you can work uninterrupted on challenging sales activity.
- Manage interruptions to minimise their impact on your focus, energy and performance.
- Plan to only start tasks that you know you can finish - and then finish them before switching away from them.
Advanced Solutions
Demand Generation for Sales
Premium Access Only
Demand Generation for Sales
Premium Access Only
Deliberate Rapport & Empathy
Premium Access Only
Deliberate Rapport & Empathy
Premium Access Only
Sales Contribution-Rate Targets
Sales Contribution-Rate Targets
Deliberate Trust Referral Network
Deliberate Trust Referral Network
Time Allocation Planning for Sales
Time Allocation Planning for Sales
Deep Sales Practice
Deep Sales Practice
Diagnostic
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Services
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