Who has not yet come across the phenomenon of the reverse activity sales ratio?
Why is it, when sales are slow, your sales people are flat out?
This reverse activity sales ratio is most commonly as a result of a lack of focus, and desperation of both sales people and management to pick up the "quick wins", or the "big wins"! Typically, the slower the sales get the worse the activity ratio becomes.
So, what do we do about it?
Every business needs a core or regular run-rate sales that will continue to come in even if your sales people go on 6 months holiday, and mostly this is what is lacking. This core is the hardest to build up, the slowest progress, often unseen, and takes a great deal of dedication and perseverance. There are no "quick wins" or "big wins". This is often the most testing area for sales managers when under pressure from senior management to hit budgets, and unfortunately, most senior management teams don't realise that this pressure can tremendously compound the issue.
Turning sales around.
Sales managers will need to work very closely with their teams, and decide which customers are a fit, and which are not, for your organisation.
Which customer type will provide regular and ongoing income without a high level of maintenance.
Create a list of potential clients that fall in this category who we're currently not dealing with, or doing very little with.
This is what we call our dreamlist.
60% of your sales peoples time will be spent developing these clients, and 40% on their pipeline of deals.
It will take 3-6 months of persistence and effort to see the increase in sales, however if you stick to your plan you are guaranteed to see amazing results!
Need a helping hand getting started with your dreamlist? Granted, it's not easy, its not fun, but the results are very rewarding.
Find out how by contacting the team at STRATIKS.
Braden Light - Senior Sales & Growth Consultant.
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