We are really struggling with Sales – they have declined by 40% in 2020 – we have six salespeople on the road and we have furloughed three of them. Those that are left are struggling to hit anything like the numbers we require to cover our overheads – what would you suggest?

Topic: How to generate more sales

Answer: Thank you for your question. In our experience Sales issues typically arise when one or more of the following occurs:

• The Seller or Sellers aren’t following best practice when planning calls and engaging clients.
• Activity has dropped off (this is something that can and should be monitored)
• A new entrant or established competitor lowers prices or is able to deliver a more competitive solution (this links back to point 1 – if your sellers are ‘Trusted Advisors’ none of this should be a surprise)

The good news is we have several Courses and downloads to help:

• Sales Basics
• Close more Sales

In the downloads section you should also see some Sales Team evaluation tools which will help you (and us) better diagnose what is going on.