Are your salespeople succeeding in today’s world of Sales?
Or are they just making meaningless service calls to tick off each day and add to their sales reports? Before you answer this, here are a few questions to ask yourself:
- Does their behaviour (sales behaviour) match their goals?
Sales behaviour = Sales activities.
Are they performing enough daily activities to create a consistent sales pipeline (Prospecting. Phone calls. Meetings. Quotes/proposals. Follow-up’s. Etc.), as taught at corporate sales training.
- Are they “Salespeople” or are they “Presenters” and “Information providers?”
When salespeople don’t have a specific objective when meeting with buyers and don’t control the meeting then the buyers ask all the questions, salespeople provide the information and the buyer usually ends off with “Thank you, we’ll think about it and get back to you”.
Buyers haven’t got time to waste, they expect salespeople to get to the point. When a buyer agrees to meet with a salesperson, all they are hoping for is to get some good advice on how to grow and improve their business.
- Do your salespeople have a clear objective before meeting with a buyer?
Before a salesperson phones or meets with a buyer they should ask themselves this question: “Why am I calling/meeting this buyer?” Instead of allowing the buyer to start off with “So what’s new”, or “Tell us what you have to offer”, salespeople should start with “The reason for my call / visit is…..”
This is getting to the point and controlling the meeting. This is one of the skills taught at corporate sales training.
- Are they following a sales process I.E. a specific set of steps?
The #1 reason why most salespeople don’t achieve their full potential in sales is because they don’t follow a sales process. And because of this the buyer ends up controlling the sale.
A Sales Professional is someone who does everything during the sales process on PURPOSE and with a PLAN. From the time they meet with a buyer up until the time the order is signed, they need to be focused and follow a sales process.
There is no such thing as “Just popping in for a visit” or “A chat”; it’s a sales call on purpose and with a plan!
Controlling the sale is not controlling the buyer. It’s not manipulating or forcing but rather leading them to make the buying decision by following a sales process. A corporate sales training programme will teach salespeople how to create a sales process and how to implement it.
- Do they have a positive attitude? I.E. Believing in what they are selling.
In today’s world of business, salespeople should be focusing on adding value and not just on selling a product or service based on price.
Buyers want to meet with salespeople who can give them good advice on how to grow and improve their business. There is more focus on getting good advice from someone who knows and understands their business than just meeting with a salesperson who is there to sell something.
Buyers can sense when a salesperson believes in their product and is really enthusiastic about what they are selling. They can also sense when a salesperson doesn’t really believe in what they are selling and is doing this just because they HAVE to and not because they WANT to.
- Are they doing everything they can to achieve their sales targets?
Selling, just like engineering, architecture or accounting requires specific skills and techniques to be successful.
Most salespeople have had some form of sales training previously, either when they started in sales or when they joined your company. This could be years ago.
What salespeople can do to improve their knowledge and skills DAILY:
- Read or listen to sales improvement books.
- Attend corporate sales training courses, seminars or specific sales events.
- Visit other departments in the company and get information.
- Visit suppliers and get information.
- Spend 10 minutes a day doing Internet research on selling skills.
- Evaluating their performance after each call/meeting with a buyer.
Salespeople need to work on improving their knowledge and skills until they no longer have to think about what they are doing and have developed good “Sales habits”. They can do this by attending corporate sales training courses.
This means getting out of their comfort zone and doing things differently!
Related Tag: Corporate Sales Training
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