Complete Learning

3 In field reinforcement

Many sales campaigns fail because of poor implementation and lack of management control. We know from experience that it’s important to follow through with the actions agreed in the workshop and the Complete Learning Professionals help in this process to support the best result for our clients

Preventing Failure

Making sure that the WIN PLAN is correctly applied is also about addressing the myriad of setbacks described in the section titled Typical Sales Challenges where we describe some of the impediments to success.

Some Actions to Prevent Failure:

• Regular WIN PLAN reviews: this is the sales managers responsibility – are we doing what we said we’d do during the creation of the WIN PLAN in the workshop – if not, why not. Review the plan, daily if necessary
• Test the WIN PLAN with your customer: check your sales strategy and tactics with your customer – they can help you – it is in their interest, if they are serious about working with you as a supplier
• Maintain the WIN PLAN based on feedback or changing knowledge: if the facts change, change the plan
• Use the WIN PLAN to identify areas that need addressing within your own business: for example, better utilisation and management of your CRM tools, implement targeted training and development, improve or simplify business process, increase your understanding of your competition, etc

It’s easy to fail when you don’t commit to a process. Conversely, it’s easy to succeed if you follow a process that is simple to apply, easy to understand and is easy to manage and control. This is why the Sales Clinic process is successful, because it complies with all these elements.