A leader shared with me yesterday that their business revenue goal is still the same as what it was pre Covid-19.  

He emphasised that the company needs to rework the sales activities/actions to reach the company’s revenue goal. 

One of the areas the leader was wanting to understand was the skill set gaps within their sales team. The leader wanted to be aware of who and how to train and coach within their sales team.  

SG Partners are delivering their Sales Teams Evaluations next week. In these sales team evaluations, there are some interesting patterns around sales skill sets, sales mindsets and how this impacts potential revenue. 

Jim Collins shares in his Good to Great book: 

“You must face the brutal facts to enable yourself to plan on how to move forward.”  

One of the reasons leaders do not want to conduct a sales skills gap analysis is because they will be confronted by brutal sales facts.  

These brutal sales facts are:  

1. Your past recruitment efforts suck (which you kind of know - right!) 

2. Your sales team on-boarding is poor. 

3. Your sales leadership skills lacks or not consistently applied.

4. Your sales team have a lack of skills and sales DNA to sell effectively in these interesting times.

Leaders: You want to reach those revenue targets. Are you are willing to face the brutal facts?

I use to say: if you do what you have always done you will get what you have always got. That is not true.

The outside world and market forces change and yes that maybe beyond your control. As a leader, all that matters is how you react with what is within your control.  

So face the brutal facts and make decisions on what you know. Do not assume. Then change, train, coach your sales team appropriately.  

Click here to see how SG Partners can assist you on facing the brutal facts and building the plan going forward.