Through careful management of your outside sales force you can create more efficient marketing campaigns -- you'll know exactly how many leads you need to generate and how many of them the sales team should close.
Key Tasks in Developing your Outside Sales Force If you have multiple channels, you may need to define a sales process for each one. Think about the way you sell to each channel and estimate the number of processes you'll need. Define your sales process, your reporting requirements and project your volume and revenue.
Then design marketing campaigns to feed your sales force with qualified leads.
You can select one of the four ways to organize your sales territory - by geography, by industry, by company size or by customer problem. Estimate the number of reps you'll need to hit your goals and what each rep's quota should be. It's important to hire enough reps and to set realistic quotas. It's a challenging task, particularly for a young or rapidly-growing company without a lot of historical data. If you set unattainably high quotas and your reps aren't achieving their income goals, they may feel demoralized.
Make sure you have good tools for recruiting and selecting the right people, compensation, quotas, training, reporting process, motivating and managing performance.
Good luck and may you win more business!
Developing an Outside Sales Force - To learn more about this author, visit John Brennan's Website.
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John Brennan
(Visit John's Website)
John Brennan Ed.D.
Dr. Brennan is President of Interpersonal
Development, LLC, a training and
development firm. Interpersonal
Development has provided sales training
and coaching to more than 3,000 sales reps
from over 100 companies.
A native of Australia, Dr. Brennan
received his doctorate from the University
of Rochester. His dissertation researched
the effectiveness of Behavioral Modeling
Technology in training people in
interpersonal skills. While he has spent
most of his career designing or delivering
training, he was also a Vice-President of
Sales of a training and development
franchise with operations in 25 markets.
Dr. Brennan has designed and delivered
sales training in North America, Asia,
Europe, Australia and the Middle East. He
has been a guest speaker at numerous
national and regional professional
conferences.
When Microsoft wanted Best Practices
articles on sales for their web site, they
called Dr. Brennan. The results are at office.microsoft.com/e
n-us/FX011387391033.aspx
His firm’s clients have included Volvo,
The Prudential, Merrill Lynch, Eastman
Kodak, Gannett, Equifax Europe, the
Economist Group and countless small
businesses.
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