increase revenueThe role of the professional seller is to generate revenue. For companies to grow, they need to increase revenue. Sometimes though, sellers may fall short of goals. And then you need to do something about it.

Are your sellers creating as much revenue as they could be?  If the answer is “no”, then there is a problem in your sales process.  Following is a list of obstacles that may be standing in the way.  I think you will find it pretty comprehensive.  Your challenge, should you choose to accept it, is to:

1) Identify what pertains to your organization

2) Prioritize what will have the greatest impact on revenue if corrected

3) Set a S.M.A.R.T. goal around removing each obstacle

4) Execute, track, measure, and continuously evaluate your progress

If you want to increase sales, this should be a major focus for you!

 

Here are the most common obstacles to increasing revenue: 

Reluctance to prospect (attitude)
Lack of prospecting focus (skill)
Lack of a systematic approach to prospecting (marketing)
Unable to establish enough interest by prospects for an initial meeting

Fear of personal rejection
Unable to secure an adequate number of referrals
Can’t develop an adequate number of centers of influence
Unaware of a prospect’s buying process
Ignores the fact that a buying process exists<code

Unaware that a selling process exists
Ignores the fact that a selling process exists
Unable to establish personal credibility and rapport in the eyes of the prospect
Over-reliance on charm when selling
Inappropriate levels (high or low) of Ego and Empathy exhibited while asking questions
When articulating qualifications, prospects perceive a lack of differentiation

Is uncomfortable asking company owners, presidents, and executives tough questions
Inability to ask company owners, presidents, and executives tough questions
Unable to establish enough interest by prospects to meet for subsequent meetings
Can’t establish enough need and financial ROI for prospects prior to asking for their commitment to proceed
Unable to help the prospect connect the dots between the company’s symptoms and their proposed solutions

Has an over-dependence on grants and reimbursement as a selling tool
Over-reliance on the logic of “this stuff should sell itself” (Pitching)
Unable or unwilling to prevent or handle stalls, objections, and frequently asked questions
Reluctance to ask for the commitment
Inability to secure the commitment to proceed.
Unable to manage tasks and time well enough to be effective

 

Next Steps

Each of these obstacles has a proven solution.  I know from experience because I have either successfully faced it myself, or have helped others overcome everything on this list.  So, whatever challenges your team has, I can help overcome them.

Now, pick up to five items, prioritize them, and get to work on setting goals for improvement.  Then watch your sales grow and increase your revenue!  It’s as easy as that…

Need help correcting any issues?  One of my areas of expertise is revenue generation.  Don’t hesitate to contact me.  (hlitwak@paradigmassociates.us or 518-248-3843)

2 thoughts on “Increase Revenue By Solving Sales Problems

  1. That is a good tip especially to those fresh to the blogosphere.
    Simple but very accurate information… Thank you for sharing this one.
    A must read post!

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