Some say it takes 21 days to change a habit. We maintain it takes 90 days to upgrade your sales organization. And it’s not about a wholesales change-out of reps. It’s done through 3 core areas of sales team and management focus:
- Sales Competency Training – Month 1
- Sales Activity Inventory – Month 2
- Sales Forecast Process Review – Month 3
Many executives and sales leaders come to us seeking help in improving sales revenues through sales training and consulting. They say “Help our team Close better” or “Our team needs Negotiation training” or “Our team needs to improve Probing skills” or “Our sales pitch is all over the map.” These are all legitimate concerns and competency areas that can be improved, however it’s not the full story. It’s like trying to improve a car’s performance by installing leather upholstery, a new sound system and higher grade gasoline. It’s better, yes, but there are other areas that need a check-up and potential overhaul.
It’s a new year. How’s your team going to perform in Q1? What are you doing today that will ensure your team is the ultimate selling machine by Q2 and the rest of 2010?