Sales research summary

The Sales Activator® was developed in response to extensive global research with 2663 organisations. Five barriers to sales were identified as common problems, irrespective of market sector, territory and local economic conditions.

1. Poorly defined sales processes that sales teams were unable to follow causing ineffectual prospecting, poor customer retention and reduction of closing ratios.
2. Lack of essential selling skills that created vulnerability and loss of confidence when dealing with competitive sales situations often resulting in higher sales force attrition.
3. Failure to focus salespeople's activities into areas that yielded high impact results that increased stress and reduced efficiency and productivity.
4. Inability to resolve negative mindsets and limiting beliefs that eroded morale and lowered performance standards. This caused feelings of 'overwhelm' that were not reduced through training and development.
5. Promoting high performing salespeople into sales leadership roles that immediately handicapped sales team progress, resulting in significant reductions of sales revenues.

The Sales Activator® provides a solution to these problems because:

• Steps in the sales process are regularly reinforced to create a framework that optimises and rewards sales people's time. This increases their number of new business wins, improves retention of their existing customer base and enables faster business growth.
• Sales team performance can be developed frequently by the Sales Manager in a format that is fun and easy to implement leading to sustainable improvements.
• Greater awareness is placed on the quality as well as the quantity of sales activities so that salespeople concentrate on areas most likely to generate the best results.
• Through participating in the game play sessions, salespeople's limiting beliefs are challenged in a constructive environment that expands their thinking and ultimately develops their flexibility.
• Equips Sales Managers with resources to develop their teams on a regular basis and improves Sales Manager's competence and confidence in their own ability to harness the potential of their salespeople.

Free research whitepaper

Essentially this piece of research pioneered the creation of a solution to address these issues called The Sales Activator®. You can obtain a FREE copy of the research findings - The 5 Most Dangerous Issues Facing Sales Leaders Today.