Sales Info

Just About Sales

Sales Objection I Want to Make Sure The Team is Comfortable With This Decision

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This
sentence may be an objection and may not be an objection, at the same
time. In big companies and for products that are high priced or
strategic to the company, decisions are often made by committee. If you
are talking with a person on that committee they may indeed only get one
vote. If that is the case, then it’s really not an objection but just
another step in that customer’s buying cycle. If on the other hand you
are dealing with the decision maker, then he’s stalling you. Either way,
you will need to address this statement which may also come in the form
of, “Let me run it past my team.”

This
topic is rarely covered in sales training courses. It is, however,
extremely important to learn how to deal with this situation. Many times
you will need to muster a little courage having to confront the
decision maker. But it is worth it. In a sales situation where there is a
committee and everyone gets a vote, you need to get yourself in front
of that committee and use the presentation skills outlined in this
course. However, if you’re talking to the decision maker and you get
this stalling technique you can respond with the following:

“Jan,
you certainly want to make sure everyone is on board with this
decision. But at the end of the day, leaders are here to do one thing
better than anyone else; lead. That is what has made you successful.
Changing the status quo by bringing in new products can create
uncertainty. But it can also create excitement and motivation. My other
customers faced similar situations with their teams and they found that
once the team knew their leader was fully committed, they jumped in to
make it successful. How about you and I lead on this one?”

When
you’re faced with the “committee stall” you need to turn into Tony
Robbins. You need to be the best motivational coach in the world.
Leaders, even great ones, have their own personal doubts. They too need
reassurance about their decisions and that you will be there with them
every step of the way. You can do this!

Sales Homework – Write two of your own responses to this objection (the real one).

1.

2.

Sales
Managers – When your sales reps develop this skill they are truly on
their way to being a professional salesperson. It may require some
one-on-one coaching, but you can do it, too!

Sales Management to Uplift Your Sales Performance

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Effective performance management is a key to drive sale transformation
and reducing operational cost. Sale management is a business discipline
which is mainly focused on a sale operation of a particular organization
or a firm. Sale management has no shortcut in going savvy in sale. Sale
performance is infact a very broad term in itself to discuss with. Sale
performance is important because it offers a factual and proper
framework in planning and Organizing strategies that ensures timely
execution of management.


Expanding your business is not possible without outstanding, increased
revenues and increased market shares. Implementing a training program on
can intensely improve the success of your team. management training
program can help your business to understand the basis of market and
allow your team to keep updated with the latest trends in tactics and
will help your business to stand out in management.

Basic Principles for effective Sale Management


Strategic Action – Increasing your market share and maximizing profits
requires a well-trained and highly motivated sale team. So its necessary
to understand industry and organization and taking strategic sale
actions as per the business needs.

Effective training –
Effective sale process requires proper training, supervision, quality
control and reinforcement to increase production and effectiveness.
Implementing best sale practices will definitely boost up your
performance.

Team Building – It includes designing and managing teams, creating a supportive environment and focusing on target as a team.


Self-management – Fostering integrity and ethical conduct, managing
personal drive, developing self-awareness, decision making and
management skills.

Technology – Understanding new and latest technology, customer relationship management.

Controlling to monitor regularly that the efforts and activities are heading in a right direction or not.


Thus, effective Sales Performance Management is indeed an innovative
and effective tool in today’s business. It eliminates major business
issues like the inability to align with the initiatives of the
organization and uncertain changes in sales organization.

Ways to improve Sales performance


Through process management, we can deal with the effective sales
strategies that will promise increase in sales and revenues and also a
long term tenure in business. Sales Objectives are to be expressed, as
far as possible, in measurable and quantitative terms, and should also
be realistic and achievable.

Creates Impactful Sales Incentive Programs and Motivational Programs

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Once the strategy and objectives are actually associated, the target
needs to be on how to guide and motivate the business team to execute
the steps. Consider where managers must consider the function of the
salesperson with a view to produce sales incentives that will genuinely
push sales. Once more, managers wish to require a holistic view of the
company’s organizational makeup. The major factors to be included are
the type of sales needed to promote your product or service or
advantage, the benefits and methods required of your sales
representatives, the metrics you establish to determine effectiveness,
making the kind of incentive plans and ideas that can greatest give
benefit to your company. This means that business administrators are
going to need to take into account the satisfied staff lifestyle routine
having recruitment, training, type of work improvement, retention, and
incentive programs.


Sales incentive programs are one technique of inspiring a business
staff. Sales incentive programs motivation individuals who hit their
targets and then foster struggle among the staff. But a sales incentive
program can do so much more than that. Whenever used efficiently, a
business motivation programme can easily help posture the goals of the
business man or woman to the targets of the company. Make a sales
motivation program that is shown,publicly accessible by the staff or
other ambassadors of the organization, and also regard having it open to
the full company to see.

Accomplishing this will hold your
product sales staff sensible not only to their goals but for the
company-wide. For sales Incentive Programs for Employees to be
effective, it is very important to design sales territories. A sales
territory is a geographical category of shoppers and leads. Suitably,
making business territories in effect means the division of the overall
marketing area into a good number of territories with the purpose of
servicing the property effectively, on budget as well as smoothly. Two
methods can be used in designing sales territories: the equal workload
process as well as the equivalent idea solution.


A survey appeared with 100 Canadian more mature executive stated that
35% of the senior business owners have employee retention that their
very best staffing matter. Most Messmer, chairman and CEO of Robert Half
International, states “Companies that lose leading performers may well
not only event reduces in success but as well incur significant will
cost you in replacing these kinds of professionals.”

Besides
that, two increased current research indicates that smart organizations
are investing in employee retention and session to season the the latest
recession. One-third of North American companies are planning to
minimize their staff this year still the other two-thirds is planning to
“develop the staff they must match existing and future wants so they
can respond quickly to changing market demands and remain aggressive.”
These forward-thinking organisations require solutions to keep their
employees engaged so they really don’t come to be disengaged staff.

What are You Doing to Retain Your Best Sales People

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What will you do if your best sales people were to leave you in
quick succession? Naturally enough, you will try to locate suitable
replacements as quickly as possible, but what if the situation repeats
itself again in the future?

The aftermath is not hard to fathom. Your results and
profits inevitably take a hit, so much so that meeting monthly targets
until new sales people are found and trained may become impossible.

High attrition also increases the workload on managers, and they may have to share some of the burden of their teams.


Other team members will not turn into champion sales people overnight,
so poor customer service is a strong possibility. If the drop in the
quality of the customer service you provide lasts for any sufficient
time, your brand image, too, may take a bad hit.

Last, but not
the least, to train and hire new employees, you would need a
considerable amount of resources, resources which you could have
otherwise spend on strengthening your brand image and bottom line.


Sales people are the backbone of any company so, frustrated as you may
be, you will have to search and recruit all over again. However, along
with finding replacements, you need to search for the cause of this
retention issue.

How to fix this issue?

The right solution is the one that addresses the root cause of the problem, not the symptoms.


This problem of the best people leaving once they become successful was
a major issue for one of our clients as, hard as they tried, the cause
remained elusive.

Their MD contacted us to discuss the issue
with one of our sales training specialists. With proven expertise and
in-depth knowledge of the psychology of sales people, our Sales training
specialists in Sydney quickly identified the cause, suggested changes,
and guided the management through various stages of implementation
coaching.

Some of the common areas that our Australian sales training specialists focused on included, among others, the following:


Internal brainstorming to find the cause of sales people leaving is a
good approach when pressed by the said problem or for that matter any
other problem. However, if your analysis don’t yield improvements in
long term sales retention, it is best you call in the experts as the
problem will not vanish on its own.

KONA’s Sales training
specialists are not just sales trainers; they are coaches, mentors and
strategists who will help your business increase sales dramatically.

Finding Independent Sales Representatives

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There
are many different ways to find sales representatives for your company,
though some may be more targeted and cost-effective than others.

Businesses
must make sales not just to stay afloat, but to grow and expand as
well. While large businesses have resources to hire dedicated sales
teams, this expensive option isn’t viable for small businesses. A
cost-effective way to achieve the sales you need is to use independent
sales representatives that work for commission. There are a number of
ways to find qualified sales reps.

Classified Advertisements

Placing
print and digital classified advertisements in national newspapers are
great ways to reach a very wide audience. However, there are downsides
to this option. Classified ads are not targeted. Your ad may be read by a
number of qualified candidates, but it will also be read by countless
irrelevant job-seekers. For a growing business, spending thousands to
advertise a position in a publication like the Wall Street Journal or
USA Today may not be cost-effective because of the lack of targeting.
However, if the position does not require much sales experience or
industry knowledge and you need representatives across the country, this
option should be considered.

Job Boards

Using
an online job board can be a low-cost way to find interested sales
representatives. Pricing ranges from absolutely nothing on sites such as
Craigslist to nearly $400 on professional sites such as Monster. There
are some things to remember before placing your ad. First, pricing is
based on one geographic area for a limited amount of time, usually 30
days. If you need reps in multiple locations or over a long period of
time, costs add up quite quickly. Second, most candidates on these sites
are looking for salaried positions. It may be difficult to come across
sales reps who are looking to work on a commission or buy/resell basis.
An advantage of online postings is that many job boards offer tracking
analytics, which provide statistics about exactly who views your post.

Targeted Solutions

Some
online platforms are focused on helping businesses find the sales
representatives and distributors they need. Once you register, you have
the ability to reach out to or be contacted by sales reps in your
industry. On certain platforms, you can also receive a complete,
end-to-end solution in which your requirements are understood, a list of
relevant sales agents is put together, and the sales agents are
contacted on your behalf in order to determine their qualification and
interest. Pricing is quite flexible, starting at around $250 for a month
on sites such as SalesAgentUSA.com. Listing your company on such
targeted platforms will ensure that you are specifically reaching out to
interested sales reps that are actively looking to find new product
lines and opportunities.

Be sure to evaluate your current
situation to determine which option is best for you. Whichever method
you choose, remember that a small number of sales representatives who
have the skills to perform well in your industry will always be better
than a large number of unqualified or irrelevant reps.