We need to grow sales, which means increasing the number of people we have calling on potential business opportunities. Unfortunately we can’t get people to come in to interview for sales positions. How are we going to grow if we can’t find the people we need to help us get there?
Thoughts of the Day: If you can’t find it, build it. Look further afield for candidates. Map out a process that anyone can follow. Build a profile of who you’re looking for.
My partner is bogged down with estimates. Sometimes we spend too much time estimating and the payoff is low; but without a detailed estimate, we don’t really know the job cost and what to quote to a customer so we can make a profit. We need to focus on getting more sales, and my partner usually plays a big role in generating leads. I’m worried that the quoting effort will bog us down as we pursue more sales.
Thoughts of the Day: Having a rigorous, efficient way to estimate the cost of doing business is an essential business function. Form a team to work on estimating. Consider alternatives to a laborious upfront approach to estimating.
With many of our clients it seems that there isn’t urgency to act. We need to get some sales closed now. How do I get prospects to act sooner?
THOUGHTS OF THE DAY: Help buyers recognize the consequences for not buying. Dare to be different, in a good way. Seek out companies that are actively working to improve their conditions.
We have a huge fear of losing clients. Sometimes it paralyzes us. We’re afraid to stand up to bullies. We don’t raise prices. We’re not clear which clients we really need. We’re unsure if complaints are well deserved or just noise. And we’re not making enough money. This is messed up and we need to fix it. Any suggestions?
THOUGHTS OF THE DAY: When building a business, it’s not just about growing revenue, it’s about growing profits. Review client acquisition and retention practices. Build your list of ways to improve customer profitability and retain the best clients.
We have a person who is helping us with sales. He’s opening a lot of doors, but not closing much. We like this person a lot and would like to see him succeed. What should we do?
Thoughts of the Day: Sales is a multi-disciplined job. Look for bad habits that are getting in the way. Consider if fears are holding your sales person back. Think about the kind of training you’re willing to invest in. Use a formula to figure out what to expect.