In any organisation, the sales department plays a pivotal role in the success of the business. The unique and important role of sales is to bridge the gap between the potential customer’s needs and the products/services that the organisation offers that can fulfill their needs.
“Approach Each Customer With The Idea Of Helping Him Or Her To Solve A Problem Or Achieve A Goal, Not Of Selling A Product Or Service.” – Brian Tracy
No matter how good your operation is, how cutting-edge your technology is, how tight your financial goals are or how progressive and forward-thinking your management techniques are, you must still have a great sales mechanism in place, or everything else is useless.
A trained sales team can generate new opportunities which can lead to huge returns for a company. The better trained your sales team is, the better results for your entire company. No sale means that something is wrong. Either your product or service does not meet a need, or your marketing is not promoting the product/service correctly, or the sales process should be adjusted, or….the list can go on and on.
Remember that salespeople are a direct reflection on your company. Continued education is critical to the success of your sales team and should be provided as often as possible. Make sure that you are pushing your sales team outside of their comfort zones.
Measure your results constantly. Every new effort and every new idea should be accountable for data to know how well it has worked. This will help you avoid any major mistakes as well as figure out your optimal sales process.
If it’s only sales calls and monthly meetings, even the best sales team may get bored. Conduct occasional contests among the team. Celebrate and appreciate the small successes. This could be as simple as a congratulatory email or a well-deserved raise. Ensure that they get recognition for the work that they do. This will keep them from getting disgruntled over petty things as well make them feel that their efforts are being valued.