What is your sales process? What are your top sales consultants doing compared to your lower performing sales consultants? Does every sales consultant use the process consistently? Does it include clear quantitative/qualitative and time bound expectations?
When sales consultants and leadership are clear about what step of your sales process each prospect is in and how long before the next action is taken, the expectations are clear and coaching conversations take less time and are more productive.
From Harvard Business Review:
We have created a Conscious Selling© Sales Process that takes the customer on a journey from Scouting© to Pathfinder©. Let us come to your company and work with your team to create a custom conscious selling process that works. Contact us to set up a free consultation.