How to turbocharge your sales team’s performance | Issue #225
How to turbocharge your sales team to achieve ambitious revenue goals
You’re planning for 2023. There’s a growth target you want to hit, so you’re looking at the sales you will need. A lot is riding on this. Hiring decisions for new staff, resource allocation and investments in innovation are all reliant on new sales. You can fail at many things in business, but you can’t afford to fail at revenue.
So it’s crucial to build a high-performance culture in your sales team. Yet too many businesses fail to meet their growth targets. As they get later into the year, they start to cut back. Salespeople get more and more desperate to sell. They win unprofitable deals that are a bad fit. These get poorly delivered – they’re an ongoing headache for support, and the customer is unhappy too. Referrals dry up, and you’re stuck in a miserable spiral to the bottom.
Contrast this with organisations with high-performing sales teams. It looks effortless. They target a smaller number of high-value customers that are profitable. New accounts are well-resourced, and customer satisfaction levels are high. Referrals pour in, and business spirals upwards.
So which one is your business? If you have more in common with the first scenario, you need a serious re-think. Recognise the importance of improving your sales function. Based on my experience training and coaching around sales, here are some ideas to turbocharge your team.
Building A Culture of Trust Through Vulnerability with Ronan Harrington
Building trust is at the heart of a high-performing team and a great culture. Sometimes, that trust comes from allowing vulnerability and honesty into the room and acknowledging our flaws, as well as our geniuses. Our guest this week is a huge advocate of using that vulnerability to strengthen the relationships in leadership teams.
This week on The Melting Pot, we learned from Ronan Harrington, an expert in the neuroscience of resilience. After receiving a Master in Public Policy from Balliol College, Oxford University, Ronan then became one of the youngest executives in the City of London, as Director of Futures and Strategy at RPC. At the age of 24, he authored a report on the world of 2030 and how the British Government should respond.
In this fascinating episode, Ronan shared his views on what it takes to develop a great business culture, how allowing vulnerability can help build trust in teams, and how power can impact cultural change in an organisation. He also talked about his experience working with Extinction Rebellion and how ethical power plays work in politics and business.
Download and listen to learn more.
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Quote of the week
“Approach each customer with the idea of helping him or her to solve a problem, or achieve a goal, not to sell a product or service.”
Brian Tracy
Dominic Monkhouse
Dominic offers business coaching and management development, strategy planning and organisational change, using tried and tested methods to launch your organisation onto an unparalleled growth trajectory. His programme is a function of his broad experience, his deep expertise and a proven process used by over 2,700 firms worldwide.