Regardless of your industry, one thing makes the business world go round: SALES.
If you don’t have a sales team that sizzles, you’ll struggle mightily.
Poorly managed sales staff and a lack of a systematized sales process are among the biggest problems I see business owners struggle with. The solution is to implement a sales management system.
Here are five pointers on how to set it up.
1. Develop Key Performance Indicators for Your Sales Team: First things first, you need to know what specific numbers your sales team needs to hit in order make your business thrive. You need to base these numbers on actual, past results, so that you’re not creating goals that are either so high that they’re unattainable, or so low that they don’t stretch anyone.
2. Tie Employee Compensation to Performance: When your staff has a vested, financial interest in their results, their output will soar. Some business owners shy away from this but I’ve found that almost nothing you do will prove more powerful in terms of increased effort and productivity.
3. Create an Environment Where Your Sales Staff Can Thrive as Individuals. One of the best things you can do is have everyone create a “Vision Book” that outlines in specific detail what he or she is really working for. I have a FREE Vision Book template I’d be happy to send you; (simply e-mail me at firstname.lastname@example.org and I'll get it to you.)
Make sure the work environment is positive but includes some friendly competition. Create contests with fantastic incentives. Give generous bonuses when people meet and exceed their sales objectives. Make working for you a rewarding experience—and you will be rewarded handsomely.
4. Provide Your Staff the Resources They Need. Make sure your sales team has everything they need to be successful. This includes Customer Relationship Management technology that makes it easy for them to track and manage all their accounts, solid scripting, high quality leads, and ongoing training to help them hone their skills and improve their results.
5. Hold Sales Staff Accountable for Their Performance. More than any other department, you need to keep your eye on the sales team to make sure they’re meeting their objectives. Review their numbers weekly. Coach them as necessary to help them improve.
Next post: Manage Your Time
(Excerpted from my eBook 6 Keys to Rapid Business Growth. Click the title for a free copy.)
Dwight Grant is a seasoned businessman with over 30 years of leadership experience. He lives in CO where he enjoys whitewater rafting, mountain biking and spending time with family.