Salvaging a Sales Person Who Is Struggling

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.

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Visibility on Social Media

Know that being visible on social media is important. We need to have better consistency with our posting to social media. Unfortunately, we find that allocating time to social media gets lost in the rush of everything else we have to get done. Also, coming up with a theme is time consuming and hard to come up with. Any ideas of what we can do?

Thoughts of the Day:  Make social media someone’s job, and make sure that person buys in to the importance of it. Identify the platforms your audience is on. Make a content calendar. Put technology in place to help manage social media. Create a mix of what you sell and who you are / what the company stands for.

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Being nice does not mean being a doormat

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I’m not aggressive and I have to get it done. I’m a nice guy, but while I tend to see the best in other people, I know I also get walked on by vendors, customers and sometimes even employees. How do I find the balance?

THOUGHTS OF THE DAY: Think about what makes you call yourself a “nice guy.” Hone skills that are synonymous with leadership. Make sure you’re clear about where you want to go with the company. Make asking for input a sign of strength, not weakness.

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Communicate clearly through your marketing plan

We don’t know who we should be marketing to or how. We definitely don’t have a plan of attack. Looking for suggestions.

Thoughts of the day: Start by reading about what goes into making a good marketing plan. Define what makes your company stand out. Take a good hard look at who wants what you have to offer. Jump in by picking a few marketing efforts to focus on, but have a context into which those fit.

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A formula for building up sales

 

We haven’t had good experience turning things over to salespeople. We give them leads and they don’t turn that into business. Later on we find out that they didn’t do a good job on following up. Or they followed up but couldn’t turn the lead into a sale. Not sure how to better manage this.

Thoughts of the day: Your job includes managing both salespeople and sales activities. Make sure that you have the right people in place doing the right job. Save time and effort by knowing the profile of who you want to sell to. Get salespeople involved in the effort so that they place greater value on the leads. Check out the ROI on sales activities.

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