If you want your sales team to win you more business, stop treating advertising and sales like one department in your company or endeavor. Advertising and marketing are there to aid a proactive sales team. Not to replace their efforts. Here are some tips to help your team win more sales.
Daily Sales Goals
Make sure to set daily prospecting calls, phone time, and follow up goals. Instead of setting the number of calls, you will make try setting success goals. Instead of making 50 calls the goal, change it to I will prospect until I have three confirmed meetings. Having a plan every day will keep you on the path to success and organized.
Call the Competitions
Pick up the phone and call your competitors. Instead of searching online go straight to the source by giving them a call. When you call have a buyer persona ready, and be a prospect. It will give you a clear idea of what they are doing in the market and how they are treating potential clients.
Be What Your Prospect Needs
Be the friend your prospect needs. You know..the one that tells them how it really is currently. If you are always the nice sales guy, nothing changes. Including your income. The prospects will appreciate the honesty and it will save you when they turn into a client and the real work begins.
Track Prospecting Calls
Track every outbound prospecting calls every day and go back to requiring minimums from yourself. Sales is a number game and the more calls, the more sales.
Your Picking the Clients
Prospect until you are picking your clients instead of them picking you. For a salesperson, this should be the ultimate goal. Who doesn’t want to be in control of choosing who you would like to work with?
Sales Management tends to treat their sales teams like stepchildren and expect excellent results. Manage them, give them love, and watch your sales explode.