Archive for December, 2009

Is To Make It Easier For Your Salespeople^* To Sell More

While Making It Easier For You To Manage Sales Development

*especially independent rep salespeople

If what you’re doing now isn’t producing the results you want, Review It and Revise It!  Extensive experience reveals that simply applying some basic sales development tactics can provide significant productivity improvement.  As an added benefit, implementing these tactics will make it easier to manage sales development.

1. Know To Whom You Want To Sell – Targeting

2. Know Why Prospects Will Buy From You – Positioning

3. Use Process Control to Guide Sales Progress – Process

Here’s where most sales management  falters.  You don’t want to give your sales  people a script to follow, but you do want to provide guidance.

4. Use Quality Assurance to Measure Sales Progress – Measurement

If you’ve identified the steps in the sales process, then the salesperson knows when each step has been completed.  Now  just identify or categorize the steps, and you have a measurable process, and improved sales productivity.

It’s true. very little in sales is black and white, it’s more often a shade of gray. But think how much easier it is to modify a process step with a comment than to try and describe the whole situation.

5. Use Quality Assurance When Sourcing Salespeople – Selection

Sure it’s more work, but considering the investment and expected return, it’s worth it to make sure.

To learn more about what you can do to make your life easier, ask for Knotes & Comments 205.