One of the most common issues we see in organisations is the lack of focus on actual selling. Before you start thinking, “this isn’t for us,” then let me add that we see it across all sorts of organisations, large and small.
There is a lot of talk about selling, particularly among management. There are platforms, methods, reports (usually ad infinitum) tools, add-ons, KPIs and metrics a-plenty. But, sadly there is often a lack of selling. Too few in the organisation are actually ‘doing’ any selling, and sales slip when that is allowed to happen. Here are some reasons, and logically what you can do about it.
Firstly, it stems from the top. Nobody is singularly taking responsibility for the selling or lack of it in an organisation. Too few are out with the team, making sure that selling is actually taking place where it needs to. There is a lack of coaching, mentoring, assessment and generally getting alongside the team. When that happens, there is no accountability and we all know what occurs next.
Next, if the selling is shared amongst other jobs, then I can almost guarantee that the other jobs will win priority every time. After all, how hard is it to pick up the phone and make some sales calls, as opposed to answering emails or manage inventory? Almost always, there is a lack of ‘the buck stops here.’ Selling needs to be intentionally carried out.
Finally, there simply isn’t enough selling going on. One of the first things our Sales Directors look for in a business is, where is the rhythm? What is happening daily, weekly, monthly and so on, such that there is real responsibility being taken on by those doing the selling. Are the right conversations being had that are clear and to the point, are we taking orders on a regular basis, are we constantly on the hunt for new business (the #1 indicator incidentally, for business growth). I could go on, but basically, are we selling?
Quite simply, there is a lack of selling in many, many businesses that we see. People just don’t seem to focus on it. If you’re in any doubt at all how important it is, then when we were able to recently implement some of this into a client of ours, revenues doubled in 9 months. Don’t let your business become all bar the selling. Changing things around in this area is one of the best things you can do in your business.
If our Sales Directors can assist in any way, we’d love to help. Give us a call and see how responsive we are!
PH: 1300 384 733