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7 Insanely Easy Ways to Actually Improve Sales Results
Blog / For Sales Pros / Oct 16, 2017 / Posted by Roy Osing / 7401

7 Insanely Easy Ways to Actually Improve Sales Results


Enhancing long term sales performance doesn’t happen by exclusively focusing on better selling techniques.

And it doesn’t happen by simply reorganizing the sales organization to reallocate and better focus sales resources.

The sales improvement journey begins with clearly defining the strategic role of sales and ends with designing and compensating for the specific behaviours salespeople are expected to exhibit day-in and day-out to deliver targeted results.

In many organizations, the following 7 sales shortfalls inhibit the ability to raise their sales game to a higher level, making them integral to sales culture. On the other hand, solving them positions organizations well for long term success and establishes their sales team as best in class.

  1. Human indifference – it’s ironic but many salespeople are infatuated with their products and the cool technology they use, but are not too fussy about humans and serving them.
    Woefully inadequate serving skills leads to the perception of dishonest intentions and lackluster sale success.
  2. Too much flogging – pushing products on people rather than building relationships with them is intrusive and an insult to customers.
    The product sale should be viewed as the natural result of a successful trust building process; the reward for achieving the sales prime objective.
    Replace the product end game with the relationship; take a long term view not a short term one.
  3. Not enough problem solving – sales energy goes into forcing applications for their specific products as opposed to taking the time to gain a deep understanding of the customer’s problem and then presenting the optimum solution.
    The product-first approach comes off as crass and extremely self serving and does nothing to build a repeat business.
  4. Not enough emphasis on secret gathering – selling overwhelms the ability and desire to learn, at the deepest level, what the customer wants and desires; salespeople stop at what customers need because that suits the product drive they have.
    Customer-need selling doesn’t add strategic value because everyone does it and organizations are forced to compete on price.
    Don’t let sales put you in this position.
  5. Resistance to follow-up – taking the time to follow up with a customer is considered an unnecessary distraction that takes the salesperson away from achieving their quota. It’s a myopic view which, from the customer’s point of view, builds a reticence to trust and a reluctance to enter into long term buying.
  6. Little customer advocacy – when something goes wrong, customers expect their salesperson to fight for them inside the organization and get it resolved.
    They expect sales to deal with their other internal departments and resolve the matter and not leave the customer to fend for themselves. “I’ll put you in touch with billing” does little to build sales credibility in the customer’s eyes.
  7. Insufficient commitment to service recovery – every organization makes mistakes; the remarkable ones, however, excel at recovering from them and turning them into a loyalty building event.
    Sales must take greater ownership of seeing mistakes get turned into successful recoveries by not passing it off to another department because it’s not their job. Sales owns their customer and with the ownership comes the good, the bad and the ugly.

Many sales organizations unfortunately look the same, but if they can overcome these deficiencies their sales teams will stand out, be extraordinary and deliver incredible results.

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About Author

Roy Osing is a former president, CMO and entrepreneur with over 40 years of successful and unmatched executive leadership experience in every aspect of business. As President of a major data and internet company, his leadership and audacious ‘unheard-of ways’ took the company from its early stage to $1 Billion in annual sales. He is a resolute blogger, keen content marketer, dedicated teacher and mentor to young professionals. As an accomplished business advisor, he is the author of the no-nonsense book series ‘BE DiFFERENT or be dead.’ He is devoted to inspiring leaders, entrepreneurs and organizations to stand apart from the average boring crowd and achieve their true potential.

Author's Publications on Amazon

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Marketing 101 is in serious trouble. Its effectiveness is extremely limited. If you are practising traditional text book marketing, this book is your wake-up call. You are subjecting your organization to extreme risk.
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The challenge facing a leader in today's highly volatile economy is formidable. It is to create an organization to Stand-Out NOT Fit-In. Companies that fail to break away from The Competitive Herd and establish themselves as Unique, Distinctive and Remarkable to their Fans fade away…
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BE DiFFERENT or be dead: The Audacious ‘Unheard-of Ways’ I Took a Startup TO A BILLION IN SALES provides practical and proven ways for organizations and professionals to be unique, stand out from their competition in a compelling, relevant way and achieve staggering success.
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Selected by Soundview Executive Book Summaries as one of the top business books in the USA. The Challenge for any Business Leader is to harness the energy from all parts of their organization to work in unison to win in their market. In practical and…
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Want to take your career to another level? Achieve greater success in a world where the competition for a fast track route to success is fierce? Roy Osing’s 30+ years in business taught him one simple truth: if you are not DiFFERENT, if you are…
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