Yesterday's post referenced the benefit of "hope" and how important an element hope can become in difficult economic times.
Taking the thought a step further, as part of a well-executed motivational plan it is equally important for business owners and managers to remind the sales staff of the positive aspects of their professional lives. Thus today's post: Selling to the Sales Force!
One way to help your sales force maximize opportunities, especially during economic downturns, is to "sell" them on the idea that the job can be done!
Some might think that the idea of “selling” to the sales force is like preaching to the choir. But people need encouragement. In addition, adults learn through spaced repetition with immediate feedback.
So if we, as managers or business owners, don’t continually reaffirm the true message with our sales people, how can we be sure that they are expressing it properly? How can we be sure they haven’t forgotten?
Or that they haven’t succumbed to the fears and doubts that are forced upon them each day in a seemingly hostile, uncaring marketplace?
If we don’t continually reaffirm the basics of the discipline, how can we be sure
they are properly applying their skills?
Successful “selling” is most often a function of consistent and persistent communication. Or, as eighteenth-century author and statesman Samuel Johnson phrased it, "People more frequently require to be reminded rather than informed."
Consider the process through which our customers and prospects learn about us – our sales force stays in regular contact, assesses current situations, and then reiterates the features, advantages and benefits that are associated with thesolutions we offer. If it is determined that one of our valued customers is considering a competitor’s proposal, then our sales team works hard to remind them of the benefits associated with our organization - the intangibles as well as our products and services.
And so too is that the case with our sales people. We must stay in regular contact (sales meetings, field-support, and strategy sessions), assess current situations (attitude, sales funnel or pipeline, activity levels, strategies, etc.) and advise/coach them on how they might best proceed.
And when they tell us about the challenges of the marketplace, they need to be reminded of the true value that exists within our organization; the value of products and services and the real differentiators our organization brings to the table.
Once-a-year performance reviews or occasional pep-talks won’t suffice, nor will a sporadic hit-or-miss approach to training and strategic planning.
Sell to your sales force on a regular basis and they will sell more in return.
Taking the thought a step further, as part of a well-executed motivational plan it is equally important for business owners and managers to remind the sales staff of the positive aspects of their professional lives. Thus today's post: Selling to the Sales Force!
______________________________________
One way to help your sales force maximize opportunities, especially during economic downturns, is to "sell" them on the idea that the job can be done!
Some might think that the idea of “selling” to the sales force is like preaching to the choir. But people need encouragement. In addition, adults learn through spaced repetition with immediate feedback.
So if we, as managers or business owners, don’t continually reaffirm the true message with our sales people, how can we be sure that they are expressing it properly? How can we be sure they haven’t forgotten?
Or that they haven’t succumbed to the fears and doubts that are forced upon them each day in a seemingly hostile, uncaring marketplace?
If we don’t continually reaffirm the basics of the discipline, how can we be sure
they are properly applying their skills?Successful “selling” is most often a function of consistent and persistent communication. Or, as eighteenth-century author and statesman Samuel Johnson phrased it, "People more frequently require to be reminded rather than informed."
Consider the process through which our customers and prospects learn about us – our sales force stays in regular contact, assesses current situations, and then reiterates the features, advantages and benefits that are associated with thesolutions we offer. If it is determined that one of our valued customers is considering a competitor’s proposal, then our sales team works hard to remind them of the benefits associated with our organization - the intangibles as well as our products and services.
And so too is that the case with our sales people. We must stay in regular contact (sales meetings, field-support, and strategy sessions), assess current situations (attitude, sales funnel or pipeline, activity levels, strategies, etc.) and advise/coach them on how they might best proceed.
And when they tell us about the challenges of the marketplace, they need to be reminded of the true value that exists within our organization; the value of products and services and the real differentiators our organization brings to the table.
Once-a-year performance reviews or occasional pep-talks won’t suffice, nor will a sporadic hit-or-miss approach to training and strategic planning.
Sell to your sales force on a regular basis and they will sell more in return.
Welcome to our blog - please comment!
ReplyDelete