Your staff can generate leads in many different ways. However, many sales representatives get so comfortable running company leads that they overlook opportunities to sell. These leads are a vital goal of sales management. They can be a great source of income and cost nothing.
Every industry and every type of selling are different, but each one should have a team that generates leads. These are some basic methods that can significantly increase your income through sales management. These simple strategies will help you focus your team on creating leads every day and selling.
Get in touch with your neighbors.
A simple change that can be made to your company culture to reflect good sales management is to make it compulsory to call neighbors. When a member of your sales team calls a customer, they should also call their neighbors. These methods work for both the consumer and the business world. Every company has neighbors. A good sales manager might ask each representative to speak with three neighbors every time they visit a customer. These sales management techniques can turn one appointment into three. You can set a number such that one appointment is needed for every ten people who call. This will increase the number and quality of the presentations your staff does each week without any advertising. This technique will only work if your sales manager insists that you receive the names, addresses, and phone numbers of all the people who were contacted. Also, they must keep track of the number of appointments generated by the neighbors.
Many companies don’t believe that referrals can be a reliable source of leads because their managers are not willing to make it work. Your staff must agree to a goal for referrals. Good management demands that you work closely with your staff to create a script that works and then get them to practice it until they are comfortable with it. A good manager will include a list with referrals and keep track of the number of appointments and sales. Only by tracking the numbers and congratulating those who have met or exceeded their goals, as well as assisting those who didn’t, can your goals be achieved.
Join an Executive Club
A good sales management strategy is to make sure that every member of the team joins and participates in executive clubs like the Chamber Of Commerce, Business Networks International, and others. Good sales managers will help each member of the team to find names and schedule appointments for meetings. To make this a success, the sales manager must track how many contacts were collected at each meeting, how many appointments, and sales results.
This may seem like too much work, but it is essential to remember that the only thing that makes you valuable is generating low- or no-cost sales. Successful sales management is built on keeping your team focused on increasing sales and contacts.