I had a coaching session last week that I thought you’d find interesting. I was meeting with a client and their sales team was in a slump. Up to this point they had enjoyed a great year, but over the past couple of months the numbers were slipping and no one seemed to know why. They were the same team with the same manager and the compensation plan hadn’t changed. What was it that was causing the problem?
The first thing we looked at was their activity. We found that they were making the necessary quantity of prospecting calls, so that wasn’t the problem. Next, we examined what they were saying to be sure our value proposition still had meaning. Appointments were being booked so that didn’t seem to be the issue.
We didn’t find the challenge until we looked at WHO they were calling. A few months before, the company had landed a mega account that was profitable for the company and a huge win for the sales person. The marketing department had sourced a list of very similar prospects in hopes of closing another large sale by the end of the year. A worthy goal, but they forgot one very important point…you have to eat today.
The sales people were so anxious to land a similar type deal that all other prospecting took a back seat to the “list.” So, what happened? Bigger sales are almost always more complicated and they usually require a longer timeframe to close. So my client’s usual sales cycle of a few months blew up into nine months, drying up the revenue.
It was time to jump into a few ‘eat today’ strategies like contacting past clients and looking for potential smaller sales that could be closed more quickly. Once they did that, we balanced out their numbers in quick fashion.
So, if you aren’t hitting your sales goals there are many areas to review to find the answer. Just be sure you have a plan to Eat Today AND Eat Tomorrow.
Dawn Drozd is CEO and Master Business Coach at ClearVision Business Coaching. If you are serious about change, tired of swimming against the current or you would like to grab a cup of coffee and discuss how this article applies to your business…call us at (586) 323-5150.