Many of today’s CEO’s are in a quagmire. In essence, many small business owners find themselves running their companies, making CEO decisions yet having to either manage a sales department or wear the sales hat themselves.
If you find yourself in this predicament there are five five things you can do to improve your sales efforts and build your bottom line.
1. Scale down your existing sales staff.
Decide which people on your team are the cream of the crop and get rid of the rest. How do you decide? By the 3 A’s.
The first is Attitude. Do they have a positive attitude? A belief that if they can’t do it the way they always have they are willing to look at their sales situations as true opportunities and use every minute to look at things differently.
The second is Activities. Activities are the actual pro-activities that they do to prospect every day, every week every month. It could be a combination of cold-calling, networking, cross-selling to existing clients, strategic alliance meetings, etc. Activities are different for everyone, but the ability to commit to whatever they are and stick to it day in and day out is imperative.
The third is Approach. The approach is what your sales rep says and does in front of and on the phone with a prospect. The other two can not really be taught, this one can.
2. Teach your best salespeople to sell in a challenging economic environment with a sales process.
None have ever sold in a volatile, fear-filled time like this before.
Selling is something that needs to be taught, but even more so in today’s business climate to attempt success without it will set you up for a potential failure. However, a sales process does not mean a memorized script. What it means is an agenda of how they will approach each prospect, what questions they will ask, what they will do with the answers, how will they uncover the available budget and what will the next steps look like.
3. Train your existing non-sales staff to be your marketing arm.
Sales training can be used to train your sales organization and non-sales people as well.
Often we have non-salespeople in our organization that have contact with our clients and potential prospects on a regular basis. Are they asking for referrals? Do they know how? The connections that exist with this segment of your organization are often overlooked and so important to utilize today.