There are 7 key areas to develop when laying the foundation for your sales team. Build on these principles, and you will set your team up for greatness!
1. Product Knowledge
Knowing your product backwards and forwards will dramatically improve your ability to overcome objections and correctly match your services to your customer's needs. When it comes to product knowledge... figuratively speaking... you need to be a "know-it-all!"
2. Industry Expertise
My team and I used to work in general geographic territories. Not anymore! It finally occured to us that we need to be industry experts. When you are sitting across the table from a prospective customer, they need to know that you are one of them. The more you become an industry expert and resource... the more people will be calling YOU for solutions!
3. Business Acumen
Your ability to accurately assess and understand business issues play a key factor in making great decisions. What business journals, books, newsletters are you reading? Start today!
4. Strategic Planning
The smartest sales executives build detailed strategic plans, target the best clients, and are relentless about execution. The next time you get a performance review, do a comparison check... you'll find that quality of your strategic plan and the execution of that plan are a direct reflection of your performance.
5. Networking & Community Involvement
Keith Ferazzi, in his book Never Eat Alone, asks the question, "How many people do you know that you could call at two in the morning." I'll build on that by asking, "How many of your contacts will fight to the death for you when their company is considering dropping your services?" Look at your prospects and say... how can I get that person a raise... promotion... how can I turn them into a superstar!
6. Marketing
CEOs and VPs take heed. Develop marketing strategies that directly support your sales team! If you've been doing it the other way around, it's time to change. In addition, it's the sum of multiple forms of advertising that create explosive growth. Combine internet, television, radio, print, direct mail, and billboards with "feet-on-the-street" and watch your business boom!
7. Sales Skill
Move quickly to get to this point. Get out there and sell! Put yourself in a position to be on the front lines every chance you get. Every customer interaction is a chance to get better! Be self-reflective. As you drive home from work everyday, think about the sales interactions you had. Think about... "What will I do or say next time I'm in that situation to make it even better!"
Post your thoughts... What are your areas of greatest strength? Where can you get better?
7 Foundations for Sales Greatness! - To learn more about this author, visit Doyle Slayton's Website.
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