Hold them accountable
Posted: Mon Jan 27, 2025 7:09 am
Put a sales process in place.
Yes, you’ve hired reps who know how to sell. But do they know how to sell your services? The process provides the path to consistent performance. When your reps aren’t selling, it’s likely there is no consistency in what they’re doing.
Provide some tools.
I can’t tell you how many reps hide behind the “no brochure” excuse for poor sales results. And while I don’t believe you have to have tools to sell, I do know that a good solution infographic helps guide sales reps’ discussions to sell more effectively. Give your rep a good solution infographic and teach them how to use it in their sales process.
Train them.
Look at the activity metrics and forecasts to identify where opportunities are falling out of the sales process. If there aren’t enough new leads, you have a prospecting problem. If opportunities aren’t closing, you have several different potential problems. Examine the metrics, then do some training to help your reps over the hump.
Use the sales performance expectations to hold your reps accountable. Use reporting and meetings to check in weekly to be sure they’re doing what you expect. If they aren’t, take action and have direct conversations. You can’t avoid it or your company will suffer.
Model the way.
Whether you’re the business owner who knows sales bosnia and herzegovina telegram data isn’t your first skill, or the sales manager, share the sales strategies you know work for your solutions. Ride along or listen in on sales calls and provide constructive coaching. Support your sales rep.
What about Lead Generation? Notice that I didn’t say that you’re responsible for providing leads to your reps. That’s because I do believe you can hold your reps accountable for prospecting.
Make it part of the job expectations. Give them the tools, process, and training, then turn them loose. You don’t have to provide all the leads.
I’m the Sales Rep
Now, what if you’re the sales rep reading this? Does that let you off the hook because your business owner or sales manager isn’t providing you with good leadership? No way.
Start setting your own expectations, using your own sales process, and building the tools you need. Make it happen.
Yes, you’ve hired reps who know how to sell. But do they know how to sell your services? The process provides the path to consistent performance. When your reps aren’t selling, it’s likely there is no consistency in what they’re doing.
Provide some tools.
I can’t tell you how many reps hide behind the “no brochure” excuse for poor sales results. And while I don’t believe you have to have tools to sell, I do know that a good solution infographic helps guide sales reps’ discussions to sell more effectively. Give your rep a good solution infographic and teach them how to use it in their sales process.
Train them.
Look at the activity metrics and forecasts to identify where opportunities are falling out of the sales process. If there aren’t enough new leads, you have a prospecting problem. If opportunities aren’t closing, you have several different potential problems. Examine the metrics, then do some training to help your reps over the hump.
Use the sales performance expectations to hold your reps accountable. Use reporting and meetings to check in weekly to be sure they’re doing what you expect. If they aren’t, take action and have direct conversations. You can’t avoid it or your company will suffer.
Model the way.
Whether you’re the business owner who knows sales bosnia and herzegovina telegram data isn’t your first skill, or the sales manager, share the sales strategies you know work for your solutions. Ride along or listen in on sales calls and provide constructive coaching. Support your sales rep.
What about Lead Generation? Notice that I didn’t say that you’re responsible for providing leads to your reps. That’s because I do believe you can hold your reps accountable for prospecting.
Make it part of the job expectations. Give them the tools, process, and training, then turn them loose. You don’t have to provide all the leads.
I’m the Sales Rep
Now, what if you’re the sales rep reading this? Does that let you off the hook because your business owner or sales manager isn’t providing you with good leadership? No way.
Start setting your own expectations, using your own sales process, and building the tools you need. Make it happen.