Welcome! Sales Activator reveals the secrets that have helped top performing leaders unleash the maximum talent of their teams. This is devised through insights from extensive research with 2663 worldwide organisations, that uncovered a set of 5 universal barriers, dangerous issues that affect all sales teams. Download the research here: http://bit.ly/1sLVAMz This presentation is written by Lorna Leck, Managing Director of Sales Activator, you can reach her at lorna.leck@salesactivator.com

1. THE FIVE MOST
DANGEROUS
ISSUES FACING
SALES LEADERS TODAY.
HOW TO GUARANTEE
A PERMANENT
IMPROVEMENT
IN SALES RESULTS.
Lorna Leck
Managing Director
The Sales Activator Ltd

2. Survey
2663 organisations participated.
Across the USA and Europe.
Small and large organisations.

3. Poorly defined sales process
Sporadic coaching Lack of time to develop teams
Sales team underperform
82% 42%
70% 52%

4. Poorly designed Sales Process
It’s all about
Planningand
Direction
Solutions:
•
Develop a comprehensive, formal, realistic, step-by-step outline
•
Ensure buy in and effective implementation

5. Helpful
ideas
Build a solid foundation
Get customers
involved
Identify best practice
Sell benefits to
salesforce
Closely monitor and
control

6. Lack of Essential Skills
Less training with higher expectations
Selling in difficult times
Lack of on-going
reinforcement and
development
Huge demands
on sales people
What are the issues?

7. What are the solutions?
Mentoring
Coaching
Training

8. Failure to
follow up
on sales
people’s
activities
Inefficient activity
Managing existing clients
Harder rather than smarter
Poor quality activity

9. Failure to follow up on sales
people’s activities
80% of your time should be
focused on 20% of the
biggest prospects.
A few solutions:
Implement a prospect rating system

10. Planning
1. When looking at potential customers, how do your sales
people decide if they are right for your organisation?
2. Which prospects do they contact first?
3. How can your sales people objectively define the possibility of
new business?
4. What actions do your sales people take to reduce the risk of
losing their customers?
5. What actions do your sales people take to develop new
business from existing customers?

11. Allowing limited beliefs to
constrain performance
Research shows that when these limiting beliefs are
eliminated, sales will increase by 25%.
Create a highly
resourceful state
in your sales
people.

12. Allowing limited beliefs to constrain
performance
Beliefs do change Peer groups can exert positive pressure
Build self worth Challenge limiting beliefs
Potential solutions:

13. Failing to develop sales
leadership capability
Management hat? Sales hat?
Coach

14. Good Sales
People =
Good Sales
Managers?
Skillset?
Skills
Resources
Lack of skills and resources An overwhelmed manager
Time for sales development?
Key findings

15. Sales Manager Development
Coaching Culture Opportunity to make a Difference
Resources to Motivate
Developing sales leadership capability

16. Summary
The Sales Activator Toolkit is
designed to address each of the
identified issues.

17. Definition of insanity
Develop
XXXXXXXXXXXXXXXX
XXXXXXXXXXXXXXX
”
to continue to do
the same thing in
the hope that those
things will
miraculously
achieve a different
result.
“
Albert Einstein

18. Youare the
‘difference that
makes the
difference’.