Sales Coaching - Do You Know Exactly What Your Sales Forces Strengths and Weaknesses Are?
Your business is only as strong as the people who are running and contributing to it, no matter the system you have in place. However, one of the reactions to a target NOT being achieved is that the salespeople were not good enough at their job. This is, to put it bluntly, a gross overstatement and leads to a blame industry within the company, which helps no one.
Firstly, one of the reasons why a sales person might not reach target is entirely possible to factors outside his control such as wrongful product marketing, and with SymVolli's sales trend analysis you would find this out before focusing on the sales department.
The same trend analysis power of SymVolli can be used to monitor patterns in the sales personnel to such a degree that individual elements of the sales process can be examined. This allows management not only to monitor the weaknesses of sales people but their strengths too, allowing for an opportunity for a manager to coach that sales person to become better. For example - Two sales people are not making targets. Are they just bad at their job or is there more?
The first salesman's trends in SymVolli are shown to be that he doesn't bring in many leads but converts a greater proportion of orders because of thorough product knowledge, qualification of data and understanding of the customers problems. Management can then focus on communication, networking and self-confidence to improve lead generation and improve targets.
The second salesman is shown to be bringing in a multitude of opportunities but through the qualification and secondary stages of the process many of these are lost. Management can deduce that many of the leads are poorly qualified though the person is obviously skilled at networking and enquiring. Training to improve that person may be in focusing on pre-qualification and pre-development of opportunities and so that time can be spent more prudently on those with a greater probability of success.