{"id":2395,"date":"2019-03-15T11:30:00","date_gmt":"2019-03-15T15:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/leaders-sales-priorities-wrong-order\/"},"modified":"2023-04-18T13:11:34","modified_gmt":"2023-04-18T17:11:34","slug":"leaders-sales-priorities-wrong-order","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/leaders-sales-priorities-wrong-order\/","title":{"rendered":"Leaders are Placing Sales Priorities in the Wrong Order!"},"content":{"rendered":"
\"Leaders<\/div>\n

After reading the \u201c State of Inbound 2018 <\/a>\u201d report, I was struck by the data it revealed concerning companies\u2019 top sales priorities. The statistics have proven that there\u2019s a global problem in defining sales priorities.<\/p>\n

The report, which compiles the responses of over 6,200 leaders from around the world, states that the leading priority in all geographical areas is closing more deals <\/strong>; followed by improving the efficiency of the sales funnel. On these two priorities, leaders from around the world are unanimous.<\/p>\n

<\/p>\n

They also agree that at the bottom of the list is investing in sales enablement and in a CRM. Between the two extremes, other priorities are in an order that varies from one region to another :<\/p>\n

\u25cf Reducing the length of the sales cycle <\/a>;<\/p>\n

\u25cf Training the sales team ;<\/p>\n

\u25cf Improving existing sales technologies ;<\/p>\n

\u25cf Social selling<\/a>. <\/p>\n

You may now be thinking that you have the same priorities and that therefore the data is accurate.<\/p>\n

Here\u2019s why it\u2019s a little more complicated than that.<\/p>\n

Balancing goals and priorities<\/h2>\n

In many B2B companies, and especially SMEs, who rarely are market leaders, sales growth and better profitability remain the main objectives.<\/p>\n

However, if the order of priorities follows the same logic as the one in the \u201c State of inbound 2018 \u201d study, it\u2019s very unlikely the objective is met. If in fact, more sales must be concluded in order to increase turnover, priorities must remain ahead of this stage<\/strong>.<\/p>\n

If I\u2019m to believe the requests and questions we receive from Quebec SME executives, unfortunately, the order of priorities is the same here. This last week, a sales leader asked us for training focused on the conclusion of sales<\/a>. Yet the ability for representatives to close sales<\/a> isn\u2019t the real problem<\/strong>. Sure, as the visible part of the iceberg, it\u2019s normal to think that it\u2019s necessary to focus on this issue. The result, however, is that other causes for poor performance are ignored<\/strong>. The situation remains unchanged or deteriorates.<\/p>\n

In addition, if you make the sales closing rate your priority, what actions will you take ?<\/p>\n

\u25cf Will you ask your marketing department to produce more tools to help your team ?<\/p>\n

\u25cf Will you try to increase quote volume ?<\/p>\n

\u25cf Will you lower your selling prices to try to close more sales ?<\/p>\n

Safe to say that these actions will direct you away from the main objective, sales growth and profitability !<\/p>\n

What should be the real priorities for sales executives ?<\/h2>\n

Before answering this question, it\u2019s important for me to remind you that Prima Resource is a consulting firm, and that we also offer training for sales teams. In the last 10 years, I\u2019ve helped more than 150 executives deal with their sales issues. The answer may seem biased and it\u2019s entirely up to you to judge its quality.<\/p>\n

According to my experience in more than 150 sales development programs, the number one priority of sales leaders must be their team\u2019s development<\/strong>. On the other hand, for the development program to succeed, it\u2019s essential to :<\/p>\n

\u25cf Target the real needs in regards to training and sales enablement ;<\/p>\n

\u25cf Identify the progression potential of your team and every individual member ;<\/p>\n

\u25cf Establish your team members\u2019 level of commitment and willingness to succeed.<\/p>\n

For your sales force to be effective in closing more deals, as well as improving the efficiency of the sales funnel, you need more than a training course on prospecting and closing.<\/p>\n

An effective training program must be able to achieve one or more of the following objectives :<\/p>\n

\u25cf Generating profitable growth ;<\/p>\n

\u25cf Have a full sales funnel yearlong ;<\/p>\n

\u25cf Improve profit margins ;<\/p>\n

\u25cf Establish more reliable sales forecasts ;<\/p>\n

\u25cf Work with a formal sales process ;<\/p>\n

\u25cf Reduce the length of the sales cycle ;<\/p>\n

\u25cf Develop skills that have a real impact on sales.<\/p>\n

In order to achieve each objective, the sales team (VP, directors, representatives, or even indirect channels) must be trained on several aspects :<\/p>\n

\u25cf Sales management, including the notion of accountability (monitoring of good indicators, management of the pipeline<\/a>, coaching, etc.) ;<\/p>\n

\u25cf Consultative selling<\/a> in order to sell value rather than price and close more sales through a trusted advisor approach ;<\/p>\n

\u25cf Personalized sales process for the company and execution of it ;<\/p>\n

\u25cf Sales DNA enhancement to eliminate actions that affect sales.<\/p>\n

Remember<\/h2>\n

In order to achieve the objectives, it\u2019s necessary to align them with the investment put into the sales force. Otherwise, there\u2019s little chance of consistent success \u2014 unless the targets are too low, but that\u2019s a completely different issue !<\/p>\n

<\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Sales leaders benefit from reviewing the order of their priorities. Balancing goals and incorporating proper training programs are a few ways to increase the efficiency in sales.<\/p>\n","protected":false},"author":10,"featured_media":2393,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[136],"tags":[],"class_list":["post-2395","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-management"],"acf":[],"yoast_head":"\nLeaders are Placing Sales Priorities in the Wrong Order!<\/title>\n<meta name=\"description\" content=\"Sales leaders benefit from reviewing the order of their priorities. 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