Are your salespeople active enough? How many calls and meetings do they take every day/week or month? How much time does admin and other tasks take out of sales activities? What is the optimum number of customer contacts?
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Missing Target?
Missed Management Targets
Missed Targets
Sales teams missing target happens far too often. You are not alone if missed targets are high on your list of worries.
In a 2017 Selling Power Survey of 400 sales teams, in 20% of teams, 75% of salespeople are missing target. Even in high-performing teams, 25% of them miss the target.
In most operational areas, that level of poor performance wouldn’t be tolerated. Imagine production failing to meet 25% of quality thresholds, or logistics missing 75% of delivery time slots. Finance teams would be fired for admitting to these levels of inaccuracies.
So why does management put up with these consistent issues with sales teams?
3 Issue Areas
Be Active
If, however, these targets are right then the issue lies in one of these three areas:
3 Issue Areas
Concentrate
Increasing the number of sales calls and meetings is the quickest way to improve sales performance. We can show how a 25% increase in sales activity will improve performance within twelve weeks.
3 Issue Areas
Focus
Focus the team on the right people in the right customers and ensure they talk about the right things. Getting the focus right can radically improve conversion-ratios, cost of sale and relationship strength. Analysing the data and acting on the analysis can be transformational.
New ways of working
Task
Lift effectiveness through robust diagnosis of existing knowledge & skills, innovative development and tuning/reinforcement and (where appropriate) formulating new tools and ways of working.
As a sales leader, you need a clear picture of the TASK (talent, attitude, skills knowledge) of the sales team whilst having clear metrics for each stage of the sales process.
We can implement a TASK diagnosis and, then put in place a plan for improving the performance of your team using our tried and tested methodology, processes and systems.
SFG exists because we believe good selling does good – good for the customer, good for the company and its stakeholders, good for the individual salesperson. Good selling means two things: selling with integrity and selling with professionalism. In a business world that is changing rapidly and radically the strategies, processes and skills that have served in the past need to change to deliver winning results in the future.