Develop your sales strength.
In working with presidents who are very scared about the impact of the economy on their sales, we are finding that it is taking longer to close and firms often do not have enough in their pipeline to make up for the delay. Times have changed. Have you modified your sales approach? How effective is your sales force? Does your sales process consistently move leads to qualified prospects and onto closed accounts? Are your sales people up to snuff?
Some sales people will give excuses, “These are tough times, no one is buying anything.” This is not true. One of my clients reports 144% sales growth last year. Recall the cliché, ‘When the going gets tough, the tough get going.’ The overachievers, the A players that you want and need on your team, still produce sales results.
Seven Practical Pointers on What to Do to Develop Your Sales Force.
- Ask yourself the tough questions. Be honest. Take this free simple sales force assessment at http://www.objectivemanagement.com/free_salesforce_grader.asp?DistNum=252 Along with your score, you'll see how your sales force compares with others, receive an explanation of what your score means, and we'll recommend what you can do to improve your score.
- Conduct a thorough evaluation of your sales force and sales management
- Raise expectations by establishing a clear sales plan with goals and process
- Topgrade – free up the future of the underachievers and recruit A players
- Continue to develop your sales team through training
- Keep your people passionate and more productive
- Hold them accountable
Don’t just wish for growth in 2009! Now is the time to assess, upgrade, and train the trainable.
Proactive companies thrive in a recession -- they believe and act. Many firms find they can’t do it alone and turn to a consultant/coach to help navigate choppy water.