For every few sales managers who give everything they have. There are two or three who are sitting back, collecting the paycheck and awaiting better times. This kind of attitude is not the best way to manage an entire sales team – and it’s not the best way to set a good model for the sales team as well.
In this regard, I’d like to provide eight high-octane sales management techniques that will work in any economic environment:
1. Engage people:
The most important thing that every salesperson needs, and it’s one of the most important things you can provide to them, without straining the budget of your department, is enthusiasm. If you have it, there’s no way to make a sale that is too far away. Without this, all the most qualified prospects will disappear. Organize contests, invite trainers, or whatever else you can create excitement for your customers. It’s not going to fix any issue that, whether it’s the economy or a rival, will throw your way, but it’s an excellent start towards the proper direction.
2. Concentrate on the things you are able to manage:
It’s not worth becoming irritated by things that are happening outside your own walls, as it’s almost impossible to change these events. Therefore, ensure that all of your team members and sales reps are focused on the things you are able to influence – your personal actions and attitudes. Make sure you don’t slow down or reduce your expectations and make plans according to your goals. It’s possible that you won’t be able to fix all issues. However, you will have control of how you conduct yourself and the way you feel.
3. Find the positive side of the story:
It’s not difficult for sales personnel to feel depressed when they’re confronted with the wrath of poor job reports, bad reports from the industry, cuts at other companies and worries at home, and many other problems associated with the economic slowdown. Keep things in check periodically by sharing the positive news. Inform your sales team that buyers are out in the market, that and that the market will recover, and it’s an ideal moment to sell.
4. Enter the field:
It doesn’t matter what you tell your employees’ producers when they feel that you’re not aware of the realities that they have to face each day. In an economic downturn now, it’s more essential than ever to go out and observe the kind of feedback your salespeople are receiving from their customers and prospective customers. In addition, it can help you understand where your salespeople are at in their growth as well as which areas of strength as well as weaknesses, as well as how you can train them and encourage them in the future.
5. Integrate knowledge of the product
The more knowledgeable your sales representatives are about and comprehend the products and services that your business provides more effectively, they’ll be able to present the advantages of purchasing to potential customers. Yet, particularly when times are difficult, most managers tend to be focused on motivation only and leave product knowledge to the next time. Avoid falling into that trap: make sure that each employee on your team knows the specifics of the products that are being sold, but also communicate them in a manner that will lead to orders being signed.
6. Introduce a sales process:
In a competitive business environment, it’s very easy to slip up. A well-designed sales process can help keep your employees focused on getting prospects to meet the criteria, qualifying the prospects, and after that, negotiating and closing them to new clients. An economic downturn is a reason to do everything you can to complete as many sales as you can and not waste the opportunities that remain.
7. Turn your sales department into a sales university:
Continuous learning is an attribute of top producers and selling teams, so make the most of the downtime that the economy is in a slump to help your staff become better. They will not only be better prepared to face the inevitable upswing, and they’ll be more prepared, but a consistent intake of books, videos, and training on selling keeps them focused during the interim.
8. Employers who are smart:
Many sales managers complain about the low quality of their sales staff. However, who’s the culprit? Most of the time, they would like to have better salespeople simply because they didn’t have the time to hire the best candidates. At the same time, you might not have salespeople on the payroll until the market is booming and you are able to identify the traits of a strong salesperson and learn how to recognize them through personality tests, interviews, and other tools you have at your disposal. The most important thing you don’t would like to do in this or in any other market – is try to coach one who is an unqualified prospect for sales.
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