These are some of the most common problems:
The unpredictability of sales revenues is a constant issue for many businesses with monthly performance swinging from stellar to lacklustre. The causes are varied ranging from poor systems and processes to ineffective management. The result is a huge amount of stress and frustration as up and down sales income means a lack of control, an inability to grow and in some cases cash flow problems.
The world is full of indistinct businesses who find it hard to attract the right clients, charge premium fees and be oversubscribed. Whereas companies that have identified key differentiators are laser focussed on their ideal clients, have a sales process and marketing messages that resonate and can win the best customers. Without this you are in a crowded market often competing on fees.
Most companies rely upon the skills of the individual salespeople to get sales. But quality salespeople are expensive and hard to find. So instead enlightened businesses employ a uniform group wide sales system. One which dissects the buyer journey and effectively addresses each section. This approach creates consistency, reduces the need for skilled salespeople and is scalable.
New prospects are the lifeblood of any business so unless you are constantly filling your funnel, growing your sales will be tough. And poor lead generation creates pressure to close the few leads you do have. Companies that understand the importance of lead gen employ a variety of strategies to produce quality prospects. They know the metrics for each, the costs, and the associated conversion rates.
In principle sales is a very simple concept, centred on two key elements. 1. An attractive Proposition and 2. Effective sales Execution. But as many businesses know addressing these is far from simple.
In response we built and train our clients on the 5-stage PILOT selling programme. A practical but comprehensive approach to selling which directly addresses the fundamentals of selling. The objective is to increase sales using systems and processes, making your venture scalable, more valuable and easier to manage.
Refine are a sales and business development organisation. Working with a range of owner managed small and mid-sized enterprises with turnover typically between £1m and £10m. Our approach to sales is systematic and methodical. We recognised that to be successful in sales requires a range of capabilities both strategic and tactical. Essentially businesses that have mastered selling started with their product and target market, are clear on their buyer journey, have collateral to entice and engage, use a uniform standard sales process, can deepen client relationships and have a streamlined management method that focuses on a few key metrics.
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