We can all learn something new to improve our chances of sales success, right? Of course we can. Once you stop learning and challenging yourself to grow, you will lose your edge. You can't just rely on the tricks that served you once. With ongoing change the new status quo, you need to keep up to date and flexible.
It is the job of those in the business of solution selling training to send off their program participants with the latest and greatest. Here are a few of their best insider tips for sales team managers:
• Be sure that your compensation program supports the behavior you want to see on your sales team.
This seems so obvious but you would be surprised at how many managers miss the point. If you want your salespeople to deliver world-class customer service, do not incentivize them by the number of contacts they make per day. Quantity of interactions does not equal quality of interactions. Determine first how you want your salespeople to interact with their prospects. If you are looking for long-term loyalty from your customers, devise a measure that will tell you how well each team member is achieving that goal. Then set up an incentive plan that encourages and rewards that behavior.
• Be sure your close is as powerful as your presentation.
Most of us work hard to perfect our presentation. It is well-organized, concise, clear, compelling and geared to the needs of the specific customer. All this is well and good. But what marks would you give yourself on your close? Are you as confident in tying off the deal as you are in selling your solution? Few are. You need to practice your close as much as you practice your presentation. Know the words that work so that you show no fear as you begin this next and more challenging phase of the sales cycle.
• Be sure that your sales process serves your purpose and that there is ongoing improvement.
Establish and train your team in a proven sales process that works…one that can be easily followed and tracked. But it should not be cast in stone. With so many unpredictable changes in the marketplace and the economy, the process you use needs to adjust to constant shifts and pressures. Continuous improvement is the key. Follow the process and then reflect on what worked and what did not. Work with the team to learn ways that will make the process ever more effective and then implement them.
It is the job of those in the business of solution selling training to send off their program participants with the latest and greatest. Here are a few of their best insider tips for sales team managers:
• Be sure that your compensation program supports the behavior you want to see on your sales team.
This seems so obvious but you would be surprised at how many managers miss the point. If you want your salespeople to deliver world-class customer service, do not incentivize them by the number of contacts they make per day. Quantity of interactions does not equal quality of interactions. Determine first how you want your salespeople to interact with their prospects. If you are looking for long-term loyalty from your customers, devise a measure that will tell you how well each team member is achieving that goal. Then set up an incentive plan that encourages and rewards that behavior.
• Be sure your close is as powerful as your presentation.
Most of us work hard to perfect our presentation. It is well-organized, concise, clear, compelling and geared to the needs of the specific customer. All this is well and good. But what marks would you give yourself on your close? Are you as confident in tying off the deal as you are in selling your solution? Few are. You need to practice your close as much as you practice your presentation. Know the words that work so that you show no fear as you begin this next and more challenging phase of the sales cycle.
• Be sure that your sales process serves your purpose and that there is ongoing improvement.
Establish and train your team in a proven sales process that works…one that can be easily followed and tracked. But it should not be cast in stone. With so many unpredictable changes in the marketplace and the economy, the process you use needs to adjust to constant shifts and pressures. Continuous improvement is the key. Follow the process and then reflect on what worked and what did not. Work with the team to learn ways that will make the process ever more effective and then implement them.