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.
We have an employee who we think, perhaps, is the wrong fit in sales — or is it too early to tell? Should salespeople have more experience? (Fortunately he’s doing well in account management.) What should we be looking for in a salesperson?
THOUGHTS OF THE DAY: Should you hire for experience or train from the bottom up? When it comes to sales positions, there is no one size fits all. Account management can be a great starting position for people who want to go into sales. Does your candidate want to go into 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.
We need a differentiator; as an industry we’re being commoditized. We won’t be able to stay in business forever unless things change.
Thoughts of the day: Offering something unique boosts profitability and chances for survival in any small business. Avoid price wars. Turn away some buyers in order to create value. Don’t get complacent. Be nimble.
Our salesperson likes to discount things, especially add-on services, which are a really big profit margin for us. He’s even told some clients we would do it at cost. We need to fix this now because he’s starting to make headway in sales. Bigger accounts are coming in and we could end up losing a lot of profits.
Thoughts of the day: How much does your salesperson know about how your business makes a profit? Is your salesperson calling on the right class of customers? Equip your salesperson with an effective information-gathering approach. Check that everyone is clear on what the goals are. Use reporting to evaluate and learn from results. Make sure there’s a plan to get more referral business from the best customers.