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Goals for sales reps in 2010

Guest post by: Zeeman Haus

Article Overview: The downturn in the world economy has forced a lot of companies to rethink their sales plans in the last year or two. While some sectors of business might not be doing as badly as others, the general feeling is one of "things can't go on like this forever." This half-hopeful/ half incredulous outlook is pretty much the norm right now. For the new entrepreneur though, this is an opportunity to compete on a more level playing field. The big players in just about every sector have scaled back in so many areas that the market has opened up for the more streamlined and customer service oriented small businesses. For sales people this is your chance to play ball.

Goals for sales reps in 2010

The downturn in the world economy has forced a lot of companies to rethink their sales plans in the last year or two. While some sectors of business might not be doing as badly as others, the general feeling is one of "things can't go on like this forever." This half-hopeful/ half incredulous outlook is pretty much the norm right now. For the new entrepreneur though, this is an opportunity to compete on a more level playing field. The big players in just about every sector have scaled back in so many areas that the market has opened up for the more streamlined and customer service oriented small businesses. For sales people this is your chance to play ball.

Goals for sales reps in 2010 should revolve around not only acquisition of new clients (and there are plenty of people looking to trim the fat anywhere they can financially) but on providing and expanding outstanding service to their current customers. As a sales rep you have to understand your individual customer's needs as they are currently and foresee how you can expand on them in the future. Current customers cost, on average, much less to retain than new customers do to identify and convince. When put into this light it becomes obvious that retention is the way to growth and not always expanding in the current climate.

Volume is concern. Sales volume in this current economic climate might drop in most businesses. Looking at your individual product or service, it becomes imperative to make your product indispensible to your customer. But by contrast 2010 is not the year of making the pressure sale. A more assertive (not aggressive) approach might work. You could ask current clients for referrals, follow up on leads they provide and perhaps do some extra cold calling. As volatile as the economy is right now, expect a lot of door shutting, but learn to take no as an answer and make it known that even though your prospect's door has been slammed shut, yours will always be wide open.

For multi-level marketers and internet marketers, this year is looking like a good one. Wholesale companies and liquidation outfits look as if they will fare well too. This year it is all about extra income and saving on the income that is already in place. For a sales person facing a consumer with not a lot in the way of disposable income, you have to be on your game.

Setting clearly defined daily goals is always a good idea. Set them down on paper and stick by them. Here are some suggestions for some goals for sales reps in 2010:

• Be responsible in your sales tactics: signing up a new customer you know you will lose in a week or a month to bolster your sales quota is cheating and harms your company in the long run. Look for the long-term sell.
• Observe your co-worker's sales tactics. It's always a good idea for sales people to be "chameleons" of sorts. Often though we will hit a rut and go with the same sales formula over and over missing potential clients along the way.
• Retention, retention, retention. Keep the customers you have happy. Without showing any outward sign of how well your own company is or is not doing, let your current customer know you are sticking by them in these times, not sticking it to them.
• Master the soft sell.
• Show customer appreciation above the norm. With your own customers and with your company's approval, make it a point to send out some thank you cards, even if you haven't dealt with a particular customer in a while. This tactic should be used anyway, but now more than ever.

These are but a few goals you can set. You know your strong suites and your short comings better than anyone. But just in case you don't; get with a co-worker and the two of you can set goals for each other. This tactic can often work miracles. At the very least you will gain an understanding of what might not work for you and not do that thing.

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Article Tags: customer service, entrepreneur, outstanding service, sales rep, sales reps, sectors of business, small businesses, world economy
Referred by: http://7inchlcdtv.com/



Related Forum Posts
Dealing with Sales Reps - I've dealt with a wide variety of sales reps over the years and the vast majority take time to get back in touch. Its not usually a situation that a retailer calls for some information and they get an answer that day. In addition, most of the sales reps I had also deal with a couple of hundred other accounts. That's a lot of people to kep straight and to answer all their questions in a timely manner. This was really an issue in roofing because we were usually offering the newest products and at that point the rep had limited info, little or no sales material and usually no samples. This made the rep look bad and we had to explain to the homeowner that we were working to get what they needed, but there were about 5-8 links in the chain of information that all had to do their job. In these cases, I was being truthful when I told the customer or client that I was working on it and the sales rep was working on it. It just takes time to make things happen - usually longer than the consumer wants to realize or understand. Shri
Re: Set goals that motivate you! - Sounds simple enough when you take it at face value, but what are goals? Are these short term or long term Goals, Are theses goal realistic, achievable? How to make them motivating Goals, What is motivation? Is motivation the same for all of us Hmm so many questions, so few answers. must a an article in this somewhere Btw (by the way) GT, nice Blog
Re: We all embellish, so are we all liars? - [quote="BuzzAroundBooks":3chumhxz]For instance, what if a customer asks you where a specific sales representative is but you don't know where he/she is? Retail expert Doug Fleener says "Rather than appearing not to know what's going on, it's safer to go with the standard reply: 'Dan's (i.e. sales reps' name) not available right now. My name is... May I help you?'" ("The Profitable Retailer" 216).[/quote:3chumhxz] Hi Kevin There have been a couple of businesses in my local area who have done this only to become unstuck when we found out that Dan (or who ever we were after) had not worked there for months and the business (a one man band) was only trying to cover it up to appear larger than it was in reality. My honest opinion was that the business went through a few employees quitting and they didn't want us to think they were an unstable company.
Re: Hello - Sorry, I missed the first part. How I started was quite simple. I was unhappy where I worked as a sales manager. One of my more apt sales reps met with the owner of the company on the side. After a few vodka's he was promoted to my position and I was demoted as he convinced him that I was "unorganized and too young". Seeing my huge contact list and the several millions of dollars in contracts that was incoming for me in commission, he drafted a story that I was working on the side for a competitor. I was fired and he slipped in and collected my commissions. I used to have a hard time with this. It's really a testament to say that even though an event at the time can seem tragic and devastating, sometimes it's the best thing that could ever happen to you. I wanted to have my own business and with the severance, I took it and started. I wouldn't have it any other way. It was the best thing that could have happened to me.
Established micro business with bad credit but great b-plan - I am a true entrepreneuer. Meaning I have created a business by simply having a great idea and run with it. I have also failed, lost time and money and decided to try it all over again when I had another bright idea. Recently I had to seperate myself from a business partnership and create another company. My new business is 12 months old and going strong. We provide sales & marketing assistance to entrepreneurs and small business owners. The company has three seperate revenue streams. 1) We provide direct outside sales representation to small business owners. Essentially, we function as manufacturing reps but for local small businesses. 2) We do business and marketing plans for start-up and companies seeking to grow. 3) We are a disabled veterans business enterprise. Located in California, this provides us with unlimited opportunities for contracting with city, county and state government. My problem is that I cannot secure funding to support basic operating expenses for the next 12 months. Banks that claim to have special programs for disabled veteran business owners turn me down because of my credit score. Angel investors turn me down because my business plan does not show explosive growth. Prosper.com, circlelending.com and all of the internet based unsecured lending companies have turned me down because of my credit score. I have spoken with lending professionals with various levels of experience and I keep hearing the same advise; "own property and use the equity, get a partner with assets, borrow from family." None of those work for me at this time. Now I realize I damaged my credit by taking far too many risks in the past and raising my score will take time. At the same time, I have 6 clients that are simply waiting for sales representation and I don't have the funds to recruit and hire salespeople. Worst of all, I have to pass on certain contracting opportunities because I cannot accept a job where payment takes 45 to 60 days because I have to pay people every two weeks. I currently have myself, two part-time sales reps and 4 loyal clients that together provides my company with average sales of $5,000 monthly. So I am still extremely small, but I have a solid plan and marketing strategy. I have run out of good ideas.


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