SALES MANAGERS: Eight ideas to boost short-term sales results
SALES MANAGERS: Eight ideas to boost short-term sales results
1 - Initiate a contest. Be sure to create multiple rewards so that everyone feels that he or she has a chance to win something.
2 - Ask salespeople who have a particular strength (e.g. questioning skills) to present some of their best techniques at your next sales meeting.
3 - Consider a spiff or an additional cash reward to raise sales of specific products or services.
4 - Spend some time with people in tech support or customer service to see who has what it takes to become a good salesperson (with some training of course). Many managers who are short-staffed and who are having difficulty hiring high-quality people are looking within their own organizations for people to groom. Consider using our sales diagnostics service to pinpoint who has the best potential to succeed in sales.
5 - Schedule a time with each salesperson (e.g., Thursday afternoon) to go on two sales calls.
6 - Inspect some recent proposals --- are they likely to result in business?
7 - Inspect specific prospect accounts contained on the pipeline report and have your salespeople give you some details like: the names of the decision makers, a description of the decision making process, who the competition is, what type of urgency the prospect has to make the purchase quickly, etc.
8 - Keep your pipeline of prospective sales hires full so that you can add people quickly if you have unanticipated turnover or new sales opportunities.
SALES MANAGERS Eight ideas to boost shortterm sales results - To learn more about this author, visit Craig Arnoff's Website.
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Below are some innovative ideas for immediately boosting sales results:
1 - Initiate a contest. Be sure to create multiple rewards so that everyone feels that he or she has a chance to win something.
2 - Ask salespeople who have a particular strength (e.g. questioning skills) to present some of their best techniques at your next sales meeting.
3 - Consider a spiff or an additional cash reward to raise sales of specific products or services.
4 - Spend some time with people in tech support or customer service to see who has what it takes to become a good salesperson (with some training of course). Many managers who are short-staffed and who are having difficulty hiring high-quality people are looking within their own organizations for people to groom. Consider using our sales diagnostics service to pinpoint who has the best potential to succeed in sales.
5 - Schedule a time with each salesperson (e.g., Thursday afternoon) to go on two sales calls.
6 - Inspect some recent proposals --- are they likely to result in business?
7 - Inspect specific prospect accounts contained on the pipeline report and have your salespeople give you some details like: the names of the decision makers, a description of the decision making process, who the competition is, what type of urgency the prospect has to make the purchase quickly, etc.
8 - Keep your pipeline of prospective sales hires full so that you can add people quickly if you have unanticipated turnover or new sales opportunities.
SALES MANAGERS Eight ideas to boost shortterm sales results - To learn more about this author, visit Craig Arnoff's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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 Craig Arnoff (Visit Craig's Website) Craig Arnoff holds Bachelor and Master's degrees in Marketing, Finance and Business Management. He is the author of Cooperative Selling™ and Cooperative Telephone Selling™, and has conducted workshops for over 10,000 sales and telesales professionals in the technology and services industries. The firm, which has been in business for 20 years, specializes in helping clients boost sales results via sales, sales management and telesales training, coaching and consulting programs.
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