Drive Results: Top 3 Reasons Your Sales are Underperforming

Sales is not easy, or is it? With the right focus, messaging and target, your sales numbers will grow.

Based on our experience, there are 3 critical capabilities that organizations lack in their Go-To-Market and sales approach:

1. Clear Value Proposition - Many value propositions we see are actually value drivers, not value propositions. Take the following statement, for example: By using our service, you will have the tools to increase sales. This sounds great, but it is not a value proposition. What is the value? The "tools to increase sales" is a driver to deliver value, not the value. The value needs to be expressly stated.

2. Need an Outward Focus - Most businesses believe their service or product is the best. Salespeople will rave about how great the solution is and how it's better than all other competitors on the market. This is an inward focus where the focus is on the business and not the client. This is a death trap and will severely hurt businesses with this type of focus. It is always about the customer and their perspective.

3. Market Focus - Trying to drive to a foreign place without a map or guidance almost always leads to delays, being lost, and possibly accidents (sometimes fatal). Many organizations don't have the proper strategy or targets when approaching the market. They are basically throwing spaghetti on the wall and hoping something sticks. Knowing the different target audiences will drive specific actions needed to attract and sell to them.

Any business, regardless of size, will benefit greatly from executing against these 3 critical capabilities. When a targeted customer's pain point is solved and value is demonstrated, sales is easy.