If Sales is the Problem, What is the Answer?
As a business owner, chances are you are used to being the one that gets it done. You drive the sales, you travel the miles, you push harder than anyone in your company – and when payroll comes around, you are one that makes sure that the money is there. No one will be surprised to hear that you bring a bigger passion to the table than anyone else in your firm, but if you are the only true driver you are headed directly into years of frustration and even failure.
It’s a huge step when you being to hire sales staff, after all, you are trusting someone to go out there with your baby and trust that they will do the right thing. Now, you are managing everything you were before, while onboarding new sales staff who need deep engagement with and education about your product and brand and managing their numbers, creating a sales culture, ensuring effective collaboration with marketing, and….now you are hiding under your desk. It’s ok….come out….you don’t have to carry this alone.
When earmarking a neat 6 figure salary for a Sales Leader isn’t in the cards keep something in mind. You are not alone. You are not the first business owner that has been here, and you won’t be the last. We typically find owners are experiencing a variety of incredibly stressful situations that can add up to an avalanche.
Do you see yourself in any of these statements:
You have been making this business happen through sheer force of will and sell well because you know every inch of your business, but that doesn’t mean that you see yourself as a salesperson or leader.
If there are 17 hats in your business, you are wearing at least 14 of them. Adding the large time commitment of hiring, onboarding, and managing a salesperson or team could only make the stack topple.
With consistently underperforming sales, you are losing your ability to maintain patience with your sales staff and you are constantly doing mental gymnastics going back and forth between firing the underperforming or just pushing them harder to get the results that you need. The sales staff becomes the pack of kids that are always in trouble, but there isn’t enough time to train or coach them out of it, and hostility is more and more a part of your interactions (or at least inner monologue)
I don’t need accountability, I don’t need hand-holding, training or coaching, why do they?
With no central tracking system I couldn’t see the sales pipeline if I wanted to, but I have no idea how to pick the right CRM or how to program it to get the information needed to make the proper assessments and plans. And IF I do get it going, how do I not only train the team but keep them engaged with it?!
The Rivet Catcher
You know that there are opportunities everywhere, but with BIG sales, current clients, past clients, new markets and new trends you are constantly staring up and hoping to reach out and catch what is falling instead of being able to distribute a plan
You see your industry moving from transactional sales to relationship-based sales but with a team that has been pushing papers for years, do you wipe the sales staff out and start over or teach the old dogs new tricks?
If you had a few hundred grand to toss into a new sales program, you might not need to lean so hard on the sales staff anyway. You need to find a financially viable way to get the right people in the right roles to move the sales team forward and start producing results.
Find yourself nodding (or shaking your head in commiseration) with some of the points above? Don’t beat yourself up, every business experiences this growing pain. But, don’t wait for the answer to come find you, reach out and learn about how our Fractional VP of Sales services can help you create, empower and maintain a successful sales force and give you the keys to keep the sales machine running when you are ready for it.
@revenue offers sales coaching and marketing strategy and implementation all under one roof. Crafting your sales and marketing strategy as a team ensures that all systems work together effectively, and that saves time and money. www.atrevenue.com | Marie Hale, CEO & Co-founder | 312.720.1399