For businesses of every size, a popular new year’s resolution is to increase sales and profits.  To make this resolution happen, there is one universal requirement:  Do something different!

You are well aware that doing the same thing and expecting a different result is folly.  So your challenge is: What can you do to improve sales coverage and results?

For close to 40 years, we’ve been helping companies take a fresh look at their opportunities.  And, we’ve been helping them implement programs that improved performance and results.  Each successful program begins with evaluating what  is being done now, and identifying modifications that will improve productivity and results.

The  best way to do this is to begin with a sales productivity assessment.  Called a Sales Performance Quality Assurance  Strategy Audit, this reviews what you are doing now, and recommends what else you can do to achieve better results.

To get further insights into what can be done, ask for Knotes & Comments 101C, “If  You Want Better Results, You’ll Need A Better Strategy!”  To better understand what a Sales Performance Quality Assurance  Strategy Audit can do, ask for the Free Knotes & Comments 106.  To get started on your game-changing marketing strategy upgrade without delay, give us a call at 440-655-3069.

The process for acquiring high performance equipment

The purchase or lease of valuable manufacturing equipment justifies a significant investment in selection time to get the best performance available.  State-of-the-art equipment is needed to produce the output and efficiency needed to remain competitive – and profitable.

The same procedures hold true for getting a high performance salesperson (or independent rep) for producing sales orders.  The sourcing of a high performance salesperson also requires a significant investment in time from establishing specifications to sourcing and retaining high quality candidates.

The process for installing and maintaining high performance equipment

Due to the high investment for valuable manufacturing equipment (monthly lease payments), it is important to generate returns as quickly as possible.  For the factory floor, this means carefully planning both acquisition and installation so the equipment can become fully productive as soon as possible – without standing idle or operating inefficiently for any period of time.

Installation of a salesperson – employee or independent rep – requires the same planning and care.  A salesperson requires sufficient orientation and training to perform effectively.  Maximizing efficiency – time usage – requires reasonable direction in the methods or processes to be used.  Again, the same investment criteria apply to both manufacturing and sales  production.

For a salesperson, both the acquisition and the installation should be efficient and comprehensive.  Plus, orientation data and procedures should be readily available for easy reference when working on order production in the field – given the nature of human memory.  While this is important for all field salespeople, whose work is multifaceted and done independently, the necessity increases for independent rep or distributor salespeople who work for multiple manufacturers.

To learn proven techniques for sourcing and selecting high performance salespeople, ask for K&C 301C, “You Need Good Prep. To Get A Good Rep. . . “.  For vital information on salesperson installation and management, ask for  K&C 201C, “Sales As A Production Process.”

. . Selecting And Retaining High Performance Salespeople (including independent reps)

It’s a universal rule that the best way to solve a nagging problem is to look at it from a fresh perspective. For many manufacturers, their most nagging challenge is getting high performance salespeople, or independent rep agencies.

The Solution to this challenge is analogous to the challenge of producing high quality products. The solutions are now easier to obtain while providing more dependable results.

The best methodology for applying the solutions is quality assurance. In the simplest terms, when you want to improve quality you take a closer look at more criteria. This works for product quality and vendor selection, as well as personnel hiring.

Find out more about the five steps for sourcing and selecting high performance sales coverage. Ask for Knotes & Comments 303.

© Copyright 1998 & 2011; Growth Development Partners, Ltd.; Auburn OH 44023

. . . if you’re treating your employee salespeople right!

The challenge when selling through independent reps, according to most sales managers, is to get the reps to spend more time selling your company’s products. The inclination for meeting this challenge is to more closely control your reps, usually by demanding more reports and activity.

This is, of course,  counter-productive in several ways – for independent reps and employee salespeople.  Learn more about why, and how to get better results from field salespeople. Ask for Knotes & Comments 204.

© Copyright 1992 & 2011; Growth Development Partners, Ltd.; Auburn  OH 44023

. . . while developing high performance sales coverage

For many manufacturers, controlling sales quality (results) is more erratic than effective.  This is particularly when selling through independent manufacturers’ reps, but also true for sales forces of employee salespeople.

It has been proven repeatedly that the key to effective sales development is to use a structured system.  When effectively implemented, specifications and measurability add dependability to achieving profitable growth.

You can control sales development if you do it by helping your salespeople close orders.  Sales Performance Quality Assurance provides a half dozen ways to control sales development for better results.  For example, you can effectively supervise account development by helping your salespeople to manage account development.  Enable them to turn the art of selling into the science of order production with Sales Production Quality Assurance™.

Take Your Choice, or Take Them All!

• Get comprehensive coverage
• Get more and better prospect information
• Efficiently monitor sales activity
• Increase the close ratio — and margins
• Develop increasingly accurate sales forecasts
• Retain only high performance salespeople or independent reps

Learn how you can more effectively and efficiently manage your field sales force.  Ask for Knotes & Comments 203.

© Copyright 1998 & 2011; Growth Development Partners, Ltd.; Auburn OH 44023