Sales Performance Management Coaching: Improving Revenue and Gross Margin $s

Part 1: Building the systems

• Creating or enhancing sales systems

  • System for converting prospects into paying clients/customers

  • System for monitoring and interpreting sales metrics/analytics

  • System for creating an environment that influences prospects to buy

  • System for efficiently taking orders and delivering orders

• Create Sales Metrics

  • Dollars per customer: The average $ value of a transaction

  • Average sales price: The average $ value of each unit (service or product) sold

  • Units per transaction: The average # of units sold per customer transaction

  • Transactions count: Average # of customer transactions & total # of transactions

  • Sales conversion %: The percentage of inquiries/leads that are converted into paying customers

 

Part 2: Improving Revenue and Gross Margin $s

 

Tracking Results: Integrating Revenue and Margin Goals, Drivers and Metrics to Sales Reporting Software

• Track revenue goals

• Track revenue % to goal

• Track revenue goals month to date

• Track revenue % to goal month to date

• Track gross margin dollars goal

• Track gross margin dollars % to goal

• Track gross margin %

• Track gross margin % to goal

• Track gross margin % to goal month to date

• Track revenue drivers

• Track revenue drivers % to goal

• Track revenue drivers % to goal month to date

• Track margin drivers

• Track margin drivers % to goal

• Track margin drivers % to goal month to date

• Identify root causes for underperforming sales results

  • Identifying the revenue and margin gaps

  • Determining where the gaps are coming from

• Discover how the Client and Client’s staff are contributing to these problems

  • Identifying unprofitable behaviors

  • Connecting behaviors to unprofitable attitude/psyche

• Determine if products/services have quality issues contributing to sales gaps

• Determine if there are inefficiencies in sales operating systems contributing to sales gaps

• Analyze customer/client feedback to provide more clarity around root causes for sales gaps

Business Planning: Working with Client to create and implement solutions and action plan for turning results around  

• Creating solutions to revenue and margin problems

  • Identify areas of focus

  • Stating the reasons for focus

  • List solutions

  • Reset goals for improvement with timeline

• Developing behavioral action plan

  • Says and dos for carrying out solutions for areas of focus

  • Working with Client to hold staff accountable for underperformance

  • Getting Client and Client’s staff to take responsibility for their contribution for sales problems

• Tracking results

  • Analyzing weekly and month to date revenue and margin results

  • Analyzing sales metrics

  • Analyzing sales operations systems