Arrow Executive Sales: Costs are up. Margins are down. Sales have stalled.

If you are a business owner or sales leader, you have likely felt it. Sales are flat. Costs are rising. Margins are under pressure. And despite the push to perform, your sales team is struggling to deliver results. It’s not easy out there, that’s why we’re passionate about supporting sales professionals with training to thrive in tough markets.

For years, salespeople and the managers leading them have been placed in roles without the tools, training or strategy to succeed. Many were never taught how to build a pipeline, progress opportunities, handle objections or close effectively. Very few leaders are taught how to recruit for sales. Like many, I built teams by learning on the fly. I made mistakes, I’ve felt the frustration. That’s why, over the last seven years, I’ve invested heavily in understanding what works.

In 2018, after nearly 30 years in sales and leadership, I took a step back to reflect. I’d built and led national teams, managed major accounts and weathered both the wins and the setbacks. What became clear to me was this: sales teams are under-supported. The real issue lies in the lack of consistent structure, training and development that sets people up to succeed.

This became the foundation of Arrow Executive Sales.

We help businesses solve two critical challenges:
• Hiring salespeople who can sell
• Training and coaching to deliver consistent, strategic performance

These are not side issues. They are commercial priorities that impact revenue, culture and growth.

A RECRUITMENT REALITY CHECK

Hiring salespeople is one of the toughest tasks in business. Even experienced HR professional’s struggle. Salespeople tend to interview well – they build rapport, tell a story and sell themselves. When someone steps into the role, many hit a wall. They get partway, then stall – no strategy, no plan, no real support. It’s about knowing how to win in today’s high-pressure, fast-moving market.

We’re in the middle of a serious talent shortage and it’s getting worse. Yet some still expect new hires to bring customers with them and deliver results from day one.

LESSONS FROM STARTING AGAIN

With the launch of Arrow Executive Sales, I started from scratch with no customer base, no clients and no brand equity. You learn very quickly, that is next level selling, it was tough going. Rejection stings. But you learn from it.

Once I understood the problems we could solve and the gaps we could fill, the next step was testing where we could deliver the most value. One insight stood out: a high percentage of salespeople can only get so far in the sales process (most don’t have one). It’s common for a manager to step in when it comes to creating, progressing or closing major opportunities – the ‘dream accounts’ that drive market share. But what if your manager can’t help either? Or doesn’t have the time.

That insight continues to shape how we work with clients. We don’t deliver off-the- shelf sales training. We build capability, confidence and clarity based on where your team is now, and where you need them to be.

 

 

THE NEW SALES LANDSCAPE

Today’s buyers are more informed, trained and cautious. They’re buying less, reducing inventory and negotiating harder.

Meanwhile, many salespeople have missed out on proper training and the gap is widening. Under pressure, they lead with discounts. Instead of staying strategic, they fall into reactive customer service mode. Time that should be spent creating new opportunities is swallowed up by keeping existing customers happy.

Sales teams are expected to deliver more with less, and when targets are missed, blame often falls on individuals. But if your team isn’t prospecting, learning or adapting, it’s a system issue.

WHAT HIGH PERFORMANCE LOOKS LIKE

You may have paid a premium to lure someone from a competitor. Promises of bringing clients that never landed. They’re costing you money, not making it!

Underperformance isn’t usually just a lack of motivation. It’s a combination of poor fit, lack of structure and missing support. That’s why uncovering Sales DNA is critical.

At Arrow Executive Sales, we work with leaders to identify what’s holding performance back across your people, structure, process, conversations and mindset. Together, we then build a plan to fix it.

Our programs are practical, focused and built for results. Delivered either face to face or online, for individuals or teams.

Above: Jason Howes, Arrow Executive Sales

FINAL THOUGHTS

You cannot afford to guess with sales. The cost of delay in missed revenue and wasted salaries is too high. You do not need more pressure. You need a plan, to get the wheels turning, fast! A coach and mentor who helps business leaders build high-performance sales teams with coaching, structure and systems that deliver real results.

If you’re serious about lifting performance, let’s identify what’s holding your team back.

Book a free consultation to get honest, practical advice from someone who walked the same path and understands the challenges.

 

Arrow Executive Sales helps B2B companies grow revenue by attracting, recruiting, and coaching top-performing sales talent. To learn more about their Sales Trajectory Program, contact Jason Howes on 1300 903 527 or visit their website: www.arrowexec.com.au.