Fix Sales Problems

Improve Sales Effectiveness

How do we improve the effectiveness of our sales team? Do you need to improve closing net new business, growing your market share, and developing key account growth plans that deliver you an unfair share of your buyers’ wallet? Stop throwing more salespeople at the problem, and let’s increase the sales effectiveness of your current sales team with training, coaching, systems, and a formal sales process. If we find we have open sales roles to fill, we can help you ensure each candidate has the skills proven to drive growth in your business.

Improve Business Relationships

Salespeople gain a heightened awareness of their own communication style and can adapt it to resonate with buyers, fostering clearer and more effective communication. By tailoring conversations to the preferences of buyers, sales professionals establish stronger connections and build rapport more quickly. This leads to deeper and more meaningful relationships

Increase Gross Profit Margins

If you want to improve your profits, we suggest following the no smoke and mirrors process by first assessing the current state. We suggest a net profit by customer analysis. In this analysis we review your revenue, profit, and cost of sale. This produces a report that shares your net profit by customer analysis curve, sometimes referred to as your Whale Curve

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Develop a Sales Strategy

48% of lost sales stem from lack of strategy and shared goals. With a basic sales strategy, you can start regaining this lost revenue.

Sales Training and Coaching

The data shows less than 50% of salespeople today have received formal sales skills training and less than 30% of sales managers and leaders have received training. We close that skills gap leveraging sales manager and sales leader skills assessments, training, and coaching. In most cases, sales managers were once the top performing salesperson and promoted to sales manager with little to no sales manager training.

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Customer Research

if you were to make a list of market leading organizations, you will find they all have one thing in common – intentionally capturing the voice of their customers and leveraging these insights to outpace their competition. The good news is that you can accomplish the same thing, so long as you are willing to listen and build strategic growth plans leveraging customer insights

We looked into several training firms and individuals and selected Mark Allen Roberts to train our business to business team. We started with two books recommended by mark “Driving Explosive Growth” and “Baseline Selling”. We asked and received a survey by Mark’s team called” the Voice of the Customer”. This assessment / survey allow mark to evaluate our team’s skills and then prescribed effective sales skills training. He delivered virtual interactive sessions that were convenient for my team to attend and participate in. After several months of virtual training we all came together in a centralized location and had a live full-day workshop for our team to practice and apply these sessions. In one application exercise, my team called prospective new B2B targets and booked several future meetings! We are seeing incredible improvement in our team with increased revenue and profits . With Mark’s sales training our team is outperforming the competition, while allowing us to retain talented employees. We recommend Mark Allen Roberts to help your team build and grow in this competitive industry.

Michael Ferguson
Vice President Sales & Marketing U.S.
FloForm Countertops

You need to train and coach your salespeople to grow your sales and profits. Most salespeople in our industry have not received formal sales skills training. We hired Mark to train our sales team after reading his Books, Driving Explosive Growth and Voice of Customer, and speaking with his other clients. He assessed the sales skills of our team and then prescribed the training that delivered value to our team. He offered virtual training that met my team’s needs and a full-day in-person workshop. The full-day workshop included having my team call prospects, follow up on quotes, and apply what they were taught. This is not off-the-shelf training, but it is quickly customized for your business. My team completed his application exercises, and we developed an industry conversations model to help us win new accounts and close more quotes. I recommend Mark’s books and custom sales skills training to anyone wanting to improve the sales effectiveness of their team and grow revenue. When our industry was down 18% in 2024, our business grew!

Andrew Drage
CEO
Accent Countertops