How to Increase B2B Sales Performance
Rod is all about performance! He wakes up looking for the next sales obstacle, eager to solve his clients’ problems and account challenges. If you are finding it difficult to break into new accounts and overcome barriers to gain new business, look no further.
Companies today are struggling to sell against price. They are forced to sell high into large organizations and move away from purchasing agents and buyers, while management is challenged to increase productivity as well as control and shorten the sales process. In order to increase sales performance, companies need to change their existing approach to selling.
Three Step Process to Increase Sales Performance
In order to improve selling against price, you must rebuild or realign the business development process—front end and back end. To deliver results, I do the following:
- Break down the existing process to determine what is working and what needs to be fixed to achieve results.
- Realign or rebuild a new sales process to match the industry needs and differentiate your company to move you away from price.
- Put in place a new system that measures progress against the objectives with more accountability for success.