In the context of recessions and recovery There are actually two types of teams in sales: the ones that dominate their industries and markets, and those who sit on their backs and complaining. Which of the categories does your team belong to?
If you think your employees might be doing a more, be aware that they may be taking cues from you. Here are four suggestions to immediately do to get them making new accounts available every day:
1. Employ the best players.
If the employees employed by you don’t have the proper mix of qualities to succeed in success – and make no mistake it’s a delicate blend of competitive spirit, greed as well as personal drive as well as the capacity to convince other people – then it’s not going to take place. What I write, or anything you do, will change the fact. Cakes aren’t made with the correct ingredients and you won’t be able to build a successful sales team by using people who aren’t motivated to make sales.
2. Build them up in the basic.
It’s funny how people who are not experts in sales think that top performers possess some sort of magical abilities or talent. As I’ve said before, you need to be the right person to be successful in sales. But, beyond that the most important secrets to making a lot of sales aren’t even secrets at all… they’re only the fundamental, basic selling abilities that all producers require. Prospecting and qualifying, as well as closing aren’t going to disappear in the near future – make sure that your team handles each of them correctly.
3. Make sure they are to network.
Of of course no matter how competent your team is if they’re not talking to the decision makers. While prospecting is important it is important to get your sales team working as deeply into the company as you can. This includes moving vertically and meeting with management, as well as other department heads to create future orders. It’s impossible to be a leader in any industry without knowing the main players, so make sure you put the sales staff in the position to connect with those who matter.
4. Create a plan.
It’s not an accident that success happens. If each salesperson is doing their own thing, selling in their individual way and marking their own territories I can guarantee you that they’re not getting as close to their potential. I’m a huge proponent of sales management systems not just because they’re efficient but also because they ensure everyone is on the same team. Discover your strengths as a competitor and the most effective ways to present them to potential customers. It’s not going be happening over night However, if everyone in the team is determined, focused and committed, you’ll begin to establish an unbeatable position on the market.
Carl Henry is a management consultant. He is an expert in helping businesses to select the best selling and service professionals. Carl is also a Certified Speaking Professional and the author of numerous publications and articles that deal with sales, sales management as well as customer care. He also conducts webinars and seminars for clients across the globe.
