sales tips & articles

When dealing with clients, a common situation that I come across is lack of activity and lack of accountability in sales teams which leads to lack of sales. The business is owner is stressed and frustrated not just because the sales aren’t coming in but because they simply don’t have the time to spend with salespeople or effectively manage the team. In some cases the business owner simply doesn’t know what to do.

• Does any of this sound familiar to you?
• I don't know what my salespeople do every day
• They keep telling me the same thing every week but no sales are being closed
• My sales people are meeting their weekly or monthly sales targets
• There is no new business coming in, it's all from existing clients?
• No one seems to picking up the phone and cold calling
• I'm not sure what to say to them or how to manage them
• I don't have time, nor want to manage them
• Our sales meetings seem to drag on forever

If you’re experiencing any of the above, we can help you to uncover why your salespeople aren't selling and what needs to be done to improve the situation. We call this "Good Cop, Bad Cop" Sales Management.

• We create the change
• We save you time
• We have the tough conversations, and
• We are the bad cop

So you get to be the good cop and keep a positive relationship with the staff.

If you’re not in a position to utilize a service like ours, here are some tips that might help you:

Ensure that each salesperson clearly understands what is expected of them each and every week in terms of new business activity (cold calls/meetings), customer visits, quotes generated or sales made.
Hold weekly sales meetings and discuss what meetings/calls were made the previous week, what is planned for this week and what sales can be expected.
Bring up and discuss objections or stalling that the sales team may be experiencing with customers and brainstorm solutions as a team.
Provide coaching and mentoring support in any form and suggest that you visit customer or prospects together.

This sales article was written by Karen Andrews, Director of Shine Sales Solutions, a Sydney based Sales Coach and Sales expert that works with businesses to increase their sales through strategy development, sales coaching and virtual sales management.


 

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