We’re losing business because we’re not getting back to prospects and clients fast enough. We want to be careful that the right person follows up, and that we give out accurate information. All of that falls on my shoulders, and as the owner of the business I’ve got a lot on my plate. Not sure I can afford to add someone else to help me, but also know that if I don’t, we’ll never grow. Not sure who exactly to hire, or how much to pay that person, either. How do I get ahead of this problem?
Thoughts of the Day: Figure out what each new customer is worth. Build in a starting commission plan that incents your new player to deliver results. Use knowing what you want to accomplish this year as a yardstick. Look at what’s on your plate that you can offload to other people outside of sales, so you can focus on training your new sales support person.
Don’t know if my team can close the amount of additional sales that we need over the next several months. At least I’m worrying about it now. But the real question is, what should I do about it.
Thoughts of the Day: Figure out if you have the right goal in mind. Decide if your team can respond fast enough. Look at your marketplace. Make alternate plans.
If I haven’t learned anything else about managing sales, I’ve learned this: If you want people to help develop business, they have to have skin in the game. We’ve made mistakes along the way with how we’ve paid people for sales results. What’s the best way to compensate salespeople? Appreciate the suggestions!
Thoughts of the day: It’s about more than bringing in sales. Watch that your best salespeople can be top earners relative to other options they might come across. Be mindful that even salespeople who are knocking it out of the park may want to build a career.
Sales like we had a couple years ago are not going to happen again. Everyone agrees that we’ve already hit the high-water mark. We never had much of a sales organization. We just got calls from people who wanted what we had. But now they have what they need and we’re up against a wall wondering what to do next.
THOUGHTS OF THE DAY: Consider the size of your pipeline. If you were once in high demand, you can be again. Look for extensions on what you’ve already sold. For the next round of growth, consider buying what you need. Figure out which sales challenges you really need and want to solve.
Don’t think the better customers trust anyone but us. It’s our fault. We’ve created our own problem. Few of our employees deal with clients. We wanted to be sure customers could get the answers they needed right from the horse’s mouth – us. We also wanted to be sure that customers wouldn’t follow a departing employee. And, of course, no one can do pricing except us. But now we’re bogged down. We’re not growing the way we used to. And we can’t take time off the way we’d like.
Thoughts of the Day: Sales, like every other part of the business, benefits from a team approach. Practice by working together to accomplish group goals. Train employees to handle prospects and customers correctly.