Resource Center - Industry Articles
Your sales team is talented - So why are sales decreasing?
by Dan Coen, August 23 2011
You have a sales team with proven records and good skills, but is there more they can be doing to drive deals? Take a look at a few key points that your team could do improve to pick up your numbers. One of the first rules of sales is knowing how to covert prospects into customers.
Having a good direct marketing partner can help. Sales reps can only talk to so many people a day. A direct marketing partner can help you reach customers with direct mail, email blasts, social media and more; giving you a higher touch count on clients and prospects.
A good sales team should always cross-sell products. Make sure your team knows every product and they can effectively sell them to clients. You never know what concern or unique position a customer may call in with and chances are you have a product that can support their issue.
Everyone knows touches are important in the sales world. Do research and find out the what the average touch count is when prospects become customers with your company. Use this as your minimum touch count goal and make sure the sales team is reaching out that many times. If it takes eight touches to gain a new customer, stopping after four will not help.
The final point of evaluation comes in the form of leadership. Good leadership means your team remains focused and on track towards goals. Sales reps are as passionate and motivated as their leaders. Examine your team from the front lines, down. Making changes at the top will help improvements trickle down as you work your evaluations down as well.
