Sales are a challenging task for any company, and running and managing and effective sales team is vital for your company's bottom line. Sales are the lifeblood of any company or organization. You need sales to drive revenue and keep a steady cash flow into the company. By finding solutions for the following you
Can improve your sales team performance and increase your sales.
5. Not Asking For The Business
This is key point in any sales cycle. Great sales people know how and when to ask for the business. They need to show your company's commitment to earning the business and be prepared to know what it takes to close the sale. By just being direct, straightforward and asking the prospect for the business can make the difference between winning and losing a sale.
4. Inaccurate Sales Forecasting
Nothing is more frustrating for management than to have an inaccurate sales forecast. Most of the time sales people with over estimate what they will be able to close that month for a couple of reasons. Sometimes it is due to the sales rep wanting their sales pipeline to appear bigger than it really is, or because they want to look like they are doing a better job than they actually are. In order to get a better and more accurate forecast the sales rep really has to understand where they are in the sales cycle and just come and out ask the prospect when they can expect the sales to close. Sales Reps tend to guess instead of asking the prospect. Sometimes it helps if the prospect can have someone from management call or even another sales rep in order to effectively gage the sales forecast.
3. Poor Follow Up
Constant follow up with prospects will keep them engaged in the sales cycle. Even if the sale isn't going exactly where the rep would like, it is key to keep in contact with prospect at all time. Sometimes Reps know that they might not be getting a great lead and they will tend to treat that lead as second class and not give the attention to it that it deserves. By maintaining a strict follow up policy a company can get more out of the sales pipeline. Even if a prospect isn't buying right away, by maintaining close contact the business can often return at a latter time.
2. Not Enough Qualified Leads
This is truly a killer for any sales organization. Having a good qualified leads can keep the sales rep motivated and increase the chances of closing new business. Sales representatives often get discouraged when all they have to work with are poor qualified leads and too much time is wasted going after lower end accounts. By giving them more to work with, allows them to truly focus on those prospects that are qualified and are willing to spend the money to make the purchase. Every organization should evaluate how they are getting their leads. Often companies will attempt to give something free away such as an Ipod to increase leads. These leads are very poor and will take too much time and effort to shift through that is actually interested in the product or service versus who just wanted to win a free Ipod.
1. Unmotivated Sales Representatives
The bottom line is that sales people are lazy. Most organizations rely to heavily on the sales reps to go out do the hard work of prospecting to find new business. Sales reps are more interested in selling and feel that is what you hired them to do. When they have to spend 70% of their time looking for leads and knocking on doors, they can't do the follow up and truly focus on the sales cycle to close the new business that is needed to drive revenue. If they are already on a salary they tend it get too comfortable and rely just on that salary as an income. At this point most of the time they care very little if a deal is going to close because they have a guaranteed income anyways. It is important to find out what truly motivates your sales team and keep them motivated.
With the recession well into its second year, it's only natural to feel somewhat disenchanted and less enthusiastic about day-to-day business. Sales that used to come with relative ease now require more time and effort than ever before. While business analysts keep talking about all of the "green shoots" sales跑數 that are starting to appear in this sagging economy, for many of us, a real recovery and a return to the "good old days" still seem very distant.
Unfortunately, many business owners and sales professionals have let the recession become their excuse for not trying hard. It's their reason for not being passionate about what they do and their justification for not getting out there and doing what it takes to succeed.
In any recessionary period, there is always a shake out of companies and individuals who can't or won't rise to the challenges facing them. The flip side to this is that there will be new and existing players who thrive under the adversity that will grow their market share and serve as the new leaders in the next economic cycle. While the following tips are general and basic, they hold true for everyone who wants to be reaping the harvest when those green shoots finally do produce fruit.
Work Harder
No more excuses about there not being enough work to keep you busy. There's actually more to do than ever before. Dedicate your time to educating yourself on new business development strategies and techniques, networking with others in the industry, and maintaining relationships with existing customers.
Work Smarter
New business may have used to just fall into your lap, but those days are long gone. It now requires real brain power to turn those leads into sales. Learn how to use the latest technologies and stay up to date on everything that is happening in your industry and with the economy.
Revise the Game
Undoubtedly, business is not the same as it was before. If things aren't going as well as you like, it's time for a new approach. Revise your business plan, start selling to a new market, and review your product or service offerings. But, don't just sit and wait for things to improve. As Albert Einstein once said, "Insanity is doing the same thing over and over again and expecting different results." So, if something isn't working, you need to make a change.
Bring in the Troops
If your team is becoming increasingly frustrated with their lack of sales, it's time to regroup. Invest in sales training, practice new techniques, evaluate everyone's commitment to succeed, and weed out those who are unwilling or unable to adapt to the changes that your business is experiencing.