Ryan Dohrn walks through a diagnostic framework for sales teams missing goals. He breaks it down into four areas: product, people, process (CRM and pipeline), and pricing. He offers a free 30-minute consult to help identify where the problem actually is.
What's going on, friends and fans? Hope you're having a great week out there in sales land. Ryan Dohrn here, your friendly neighborhood sales performance coach, and we're answering your listener questions sent in to ryan@ryandohrn.com. Ryan@ryandohrn.com. I'm gonna quit using the sign behind me. I just think it's kind of funny. All right, uh, if you're watching on, on YouTube, be sure to subscribe down below, click the bell button. If you're listening on Spotify, iTunes, whatever, make sure you subscribe so you don't miss anything. Next question comes from David in Arlington, Virginia. David, I was just in Arlington, Virginia. Let's go get some coffee together, or a cocktail. All right, David's question: is there a way to determine when you have sales issues where these sales issues lie in the total sales process? I'm concerned right now because we can't quite figure out why we're not making goal as a team. Your advice is appreciated. So David, This is a great question, and it's going to be tough for me in a couple of minutes just to answer it, but I'm going to do my best. But I'd like to offer you something, David from Virginia, and you know who you are. Reach out to me. I'd like to offer you 30 minutes of my time absolutely free because I feel like this is a detailed enough question that you've got something that we need to talk about. So my gift from me to you, David, reach out to me by email. We'll get you on the calendar. Okay, so here's the pieces of most sales apparatus. Apparatus? What do you say? Apparati? I don't know. Here's, here's the pieces of the sales puzzle. Okay, so for me, the first is whatever your product is. So if you're having sales problems, do you have a good product? If the answer is yes, okay, you can move on to the next piece of the puzzle. The second piece, if you've got a good product, you need to be asking yourself, okay, so do we have the right people? Are the right salespeople in place? And we can use assessments. I wouldn't probably use a DISC assessment to determine if you have the right people in place. I think I would use something like the Harrison assessment. Happy to help you with that also, David, to determine, hey, do we have the right people with the right joy characteristics? Do we have the right people on the bus? Okay, so you got a good product. Okay, check. Do you have the right people? I think we can figure that out. Okay, then the third thing is going to be, as it relates to it, your process. I mean, What does your sales process look like? Do you manage sales in your CRM? Are you doing prospecting in progress and selling and retaining these people correctly? So you got to be asking yourself, hey, you know, is there a process problem? And then the fourth thing that you want to think about is the pricing piece. So is your price right? Is the boss giving you a price that makes no sense in the market? Maybe are you too cheap? In some circumstances, I see some of my coaching clients, especially sort of some in manufacturing, aviation, engineering, that sometimes they're too cheap, and it makes somebody go, wait a minute, if I can get them to do it for $50, that doesn't seem to make a lot of sense. So those are the Ps, if you will. So the first is going to be product. Okay, do you have a good product? Okay, yes. People, do you have the right people? Yes. What does your process look like, your sales process? Are you monitoring in a CRM? Are you hosting meetings effectively? You know, that kind of, you know, that kind of piece of the, of the puzzle. So product, Get your people, you got your process, and then you really got to focus in that for, you know, what, what is the— what's the price look like? I mean, is the price— does it make sense? If all 4 of those are yes, yes, yes, yes, then I don't quite know what your problem would be. Something in that piece is messed up. It could be the wrong product at the wrong time in the wrong market. It could be the wrong people that are on the bus that you think are great, or maybe they are or they aren't, so we can figure that out. The process. I mean, what's your process look like? Is there really— is there a process, or is everybody doing their, you know, kind of their own thing? And then, you know, kind of in the end, you just gotta really ask yourself, okay, what's the pricing piece like? Maybe you're too expensive, too cold, too hot. You know, where are you at with that? So David, love for you to reach out to me. We can talk about it further. It's a pretty detailed discussion, but those are the main guts of what I'd be looking at personally and for my team. If we were potentially having some type of problem reaching our sales goals. Now, before all of you go down below, start hating on me for giving comments like, oh, there's so much more to sales. I mean, I get it, I understand. But try to explain the total sales process in less than 3 minutes, friends. You'll understand the challenge that I'm in. I am here to help because I recognize, friends, that sales isn't easy. If everybody was doing it, you know, we wouldn't be so special. And we're all special people out there in the sales business. So never forget, This is a hard but very rewarding job. Keep your questions coming. ryan@ryandohrn.com. ryan@ryandohrn.com. Send in those questions and I'm happy to keep them answered. Friends, love to motivate your team. Love to come and speak at your national sales event. I book up about 40, 60 times a year. So if you're looking for it, get on my calendar. Friends, get out there and sell something. Make us all proud. We will see you next week with more listener questions.
