Is enough selling going on – that might mean asking if you have the right headcount but could also be an issue of getting the same number of sellers doing more selling. The SalesWindow app SalesRelay has delivered a 85% uplift in sales activity in the first twelve months of working on sales activity levels. There is almost always an opportunity to increase levels of activity.
Are people talking to the right people in the right organisations about the right things?
It is not enough just to “do more” if salespeople are concentrating in the wrong places. This could be identifying “at risk” or “high potential” customers. It could be switching the focus from one job title to another. For example in our analysis of 121,465 sales visits for a distribution client we found that conversion ratios could move from 27% 56% by switching focus on the type of buyer they met.
Are people working in the right way? This may be a question of processes and sales operations but it may be one of capabilities. Do they have the right:
Talent, Attitude, Skill, Knowledge, Style to carry out their TASKS?
These three levers for improving the sales result make up the ACE model. Use it to determine your priorities. If concentration of effort and effectiveness are good then simply up the activity levels. But if the activity levels are where they should be it may best to review concentration of effort. If both the “A” and the “C” of ACE are sound then it will probably be about improving the team’s effectiveness.
