SALES MANAGERS: Eight ideas to boost short-term sales results
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.