This is a great time of the year to overhaul and fine-tune your selling machine. It’s a new year, there’s new energy, and your sales people want to make more money than last year. Here’s a simple, five step tune-up program to help you achieve that Ferrari-like performance and drive more revenue in 2018:
Step 1: Identify practices of your most successful sales people.
These people have figured it out. Look for common characteristics and behaviors and then educate the rest of the sales team. Warning: do not try to turn all your sales people into perfect replicas of your top gun. That won’t happen – focus only on the handful of successful characteristics.
Step 2: Adopt a universal sales methodology.
There are various sales methodologies available. Pick one that suites your product or service offering, train your sales people, and stick with it until it has been perfected. Repetition breeds results.
Step 3: Scrutinize your sales process.
Take the guess work out of qualifying sales opportunities by assigning specific criteria to each stage in the process. This will help you understand exactly where opportunities stand and more effectively move them through the sales process.
Step 4: Capture and track sales performance data.
Selling is a math game – at least to some degree. Achieve consistent results from your sales organization requires a keen understanding of trends, ratios, what is working, and what is not working. This can only happen if you are paying attention. Be sure to use a reputable CRM (customer relationship management) tool and hold your sales people accountable through consistent and timely opportunity updates.
Step 5: Teach your sales managers to appreciate diversity.
Every sales person on your team has a unique talent that will drive their success. It could be their ability to build strong client relationships, negotiate effectively, or simply be great at closing the sale. Sales managers need to identify these strengths and coach their people as individuals to minimize weaknesses and draw out strengths.
To understand how the sales people you hire can really drive your organizational success, contact SKYE Business Solutions. We offer a full range of assessment and survey tools to help you identify the strengths of each member of your sales team so you can coach and lead them to the highest probability of success in their role. Contact David directly at dliddell@SKYE-SOLUTIONS.com and discuss which assessment or survey will work best for your company.
SKYE Business Solutions helps leaders discover their purpose: the driving force behind your organization’s ability to achieve. Purpose empowers leaders to recognize value; creating a culture of engagement, contribution, and trust. SKYE propels your leadership to the next level: pushing through the ordinary to unlock the full potential throughout all levels of your organization.