How can the sales force achieve more? Why do some fail?
Rule 1: Be Consistent in developing your sales force instead of tight budgetsToo many times I’ve seen the ‘money on the brain syndrome.’ Symptoms include; valuing money over your employee’s professional development, refusing to spend on training and ignoring the data which spells out why investment now equals long term success. There are many ways to create a sustainable sales force whatever your budget; stinginess should never factor into the equation.
Rule 2: Never stop spending to boost your sales machineWould you drive your car without fuel? What makes you think you can grow your sales without investing in your sales team? Find the time and money to invest in your sales team and see above!
Rule 3: Coach, coach, coach!I’m constantly shocked to hear of the lack of coaching or the underestimated value of it. In fact, a recent study found 73% of sales managers spend less than 5% of their time coaching. Sales managers consistently fail to understand that sales team must be coached in a consistent and personalised manner. Focused sales development solutions will lead to sales performance optimisation.
Rule 4: Never Recruit new blood without a sales assessment toolSelection of new salespeople is a crucial step but a hassle to most companies. A sales selection tool provides you with all the information needed to assess a candidate's suitability to your role fully. Download a free copy of the original and top-rated sales assessment and say goodbye to the days of dodgy recruits. http://www.salesteamrecruitment.com.au/the-original-and-top-rated-omg-sales-assessment-tool/
Rule 5: Link the performance of the sales force to the sales coachingAccountability is the first thing that motivates human and your sales team. Link any coaching efforts to the sales team’s performance. If their numbers are down, and you’re the sales manager, hold yourself accountable. A conductors job is to make the moves for the team to follow. Accordingly, the better your coaching, the better they perform.
Rule 6: Don’t forget we are working with human beings, not machinesExpect deficiencies and be prepared to work to fix them accordingly, don't be scared when you discover one. Always look at your ratios to add, minimise, refine your coaching to coordinate with the sales team performance. To help them do thing differently to achieve, you should
- Set an accountability system
- Monitor them accordingly
- Coach them closely
- Give them faith in their abilities
- Be their reference