Skip navigation

Gloucestershire Business News

What areas could you improve in sales? Jonathan Viney of JV Consultancy Group

By Jonathan Viney, director of JV Consultancy Group Ltd 

How can we improve our business sales? From my experience, this is one of the most frequent questions we get asked.

The short answer is lots of little things can always be changed or adjusted to improve your sales. The reason I say this with confidence is that the environment around what you do as a business is constantly changing. If you do not adapt overtime, you will be left behind by the competition.

One example of a company that was successful that failed to change its proposition is the Little Chef restaurants.

In the 1990's I would have stopped by a Little Chef several times a week to sit down with a salesperson and do a review of the day or a pipeline. In those days you had to queue to get into the Little Chef and get a table - we always had the Olympic Breakfast. Little Chef changed very little when they were successful. However, the marketplace changed around them.

Salespeople could now have meetings in hotels, coffee shops, I personally am very fond of a meeting in McDonald's using their table service to get my 99p cup of tea to carry out a sales review whilst on the road. Always looking after that bottom line.

So how do you stop your company from being the next Little Chef? We would recommend that you review regularly the top elements that influence your ability to be successful.

They are:

  • Is the business plan in need of change?
  • Is the sales plan going to deliver the company's goals?
  • Have you reviewed all routes to the market?
  • Is the sales structure right (including support staff)?
  • Do the salespeople know they're competencies and behaviour styles?
  • Is your sales process right and being used?
  • Is the sales pipeline right and forecasting accurate?
  • Is the management information being acted on?
  • Do you understand the competition's weaknesses and strengths?
  • Is your sales proposition, right?
  • Does your marketing plan meet your sales needs?
  • Is your company culture aligned with sales and marketing?

Any one of the above elements that are not working in a seamless and coordinated way with all the other elements will reduce your sales effectiveness - in some cases quite dramatically.

At this point, I do like the example set by Sir David Brailsford CBE. The work he did with the British Cycling Team to get them to become leaders in the world of cycling through working on small and consistent improvements was innovative. A system of working on the finer details for a greater outcome than trying to find one silver bullet.

By reviewing all these key elements regularly will enable you to improve your sales and consequently thrive.

For further advice and more information on how JV Consultancy Group can help your business thrive, visit https://jvcg.co.uk. Call 07768 400 400 or email jv@jvcg.co.uk.

Related Articles

Expression of wishes forms and why they matter - Huw Jones of Proposito Financial Planning Image

Expression of wishes forms and why they matter - Huw Jones of Proposito Financial Planning

As financial planners, we specialise in supporting our clients with their retirement planning, and of course focussing on their pensions.

The Class ZA planning amendment that could benefit your business - Nathan McLoughlin Image

The Class ZA planning amendment that could benefit your business - Nathan McLoughlin

Nathan McLoughlin chartered town planner and owner of McLoughlin Planning Ltd introduces a recent change to planning policy that may prove useful to businesses across Gloucestershire.

Are you getting all the information you need from your accountant? Shaun Pegler of Randall & Payne Image

Are you getting all the information you need from your accountant? Shaun Pegler of Randall & Payne

It is vital that business owners have the key information that they need to make sound business decisions.

How to increase the value of your commercial property - Ben Harrison of Mypower Ltd Image

How to increase the value of your commercial property - Ben Harrison of Mypower Ltd

Ben Harrison looks at how both landlords and owner occupiers can increase the value of their commercial property through adding sustainable features.

Copyright 2020 Moose Partnership Ltd. All rights reserved. Reproduction of any content is strictly forbidden without prior permission.