Missed Sales Opportunities
Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make.
The Top 4 Missed Sales Opportunities
We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force. It hurts to see how often the same missed sales opportunity mistakes are made. Is your sales team guilty of any of the following foul-ups?
If you have not identified the target clients who most value what you have to offer, your marketing, prospecting, selling, and negotiation strategies are set up to produce average results at best. Do not waste valuable sales time and effort.
Help your customers to envision success — problems solved, disasters averted, improvements in place, more engaged workforce, whatever matters most to them.
To add value, your sales team must thoroughly understand their target customers and their industry, be able to identify what matters most to them personally and professionally, and be able to articulate unique value consistently.
The Bottom Line
Because it usually takes a lot of time and effort to get a new prospect, missed sales opportunities hurt. Learn from the mistakes of others to improve sales performance. Know your target clients, have a clear and compelling value proposition, bring value, and focus on the sales activities that matter most for your unique situation.
To learn more about increasing sales performance, download How to Optimize Your Sales Force in the Face of Increased Performance Pressure
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