Achieving your sales budget is critical to the performance of your business but it is often a pressure cooker of wishful thinking and expectation based on projection and perception. This is acutely felt on the front line with your sales people who you depend on to achieve your set sales budget.
Given this the sales person should be one of the most supported members of your team. Unfortunately they are often not.
A couple of questions that should be asked by the business:-
- Are the sales people that we have on our team the right ones to take the field?
- Do they have what it takes to win the game?
- Are they well aligned with the business?
- Do they know how to bat (sell) for the team?
- Do they know how to hit home runs to bring that winning performance to the workplace?
What makes a great salesperson?
Passion for what they do
Sales is not a natural process for many even if they purport to be a salesperson. It is important that sales people are aligned to what is expected of them. An employee that is asked to meet a sales budget but is not able to close a sale is going to fail and become a legacy for the business.
#Sales Success Tip: Recruit wisely! Look at how the sales person will respond to a sales environment and how they think on their feet when faced with overcoming objections.
Belief in what they sell
The last thing you want to see is a salesperson who is selling your products or services from a script and not believing in the value they have to offer. Your customers will see right through your sales people if they do not believe that what they are selling has a benefit or value to them that is being communicated clearly.
#Sales Success Tip: Ask your sales person to tell you why they believe your products or services deliver benefit or value.
Desire to take ownership of what they are selling
Give your sales person the opportunity to demonstrate that they understand what the product or service can do for the customers. A true salesperson will want to become an expert on the subject matter and will deliver an elevator pitch that illustrates this in a short period of time.
This gives the sales person confidence and credibility to communicate efficiently and with effect to attract and convert customers.
#Sales Success Tip: Give your sales person the sales tools to take ownership of what they are selling. If they don’t embrace this opportunity this is an indication that they may not be the right fit or may need further training
What makes an organised salesperson?
Strategy to plan and execute the sales life cycle
An organised sales person or sales manager will ensure they have an operational sales strategy with milestones to measure and report progress aligned to the sales budget.
Without a sales strategy the sales efforts are reactive and not proactive meaning poor use of time and other resources,
#Sales Success Tip: A strategic approach to sales takes the guess work out of the life cycle. It establishes expectation and incremental progression that delivers indicative reporting. This increases visibility and transparency of a sales person’s performance.
Access to quantified and qualified sales data
A comprehensive sales strategy should have data as its fuel! Quantified and qualified data will accelerate the lead generation and the sales conversion processes. Take care to view data with a lean and agile approach. Qualified data will always have an assumptive element. Look at trends and insights to gain sales intelligence.
#Sales Success Tip: Data when quantified and qualified will shape sales and influence decision making to justify resource to budget ratios.
Successful sales people set goals for themselves. This enables them to feel that each step they make towards converting and retaining customers is noted and celebrated. The sales journey can be long and arduous depending on what the sales objective is. Smart goals help define the journey and help the sales person keep their eye on the prize.
#Sales Success Tip: Smart goals help sales people break down the process and keep focus. Understanding what those smart goals look like and how to measure them is an advantageous sales tool.
Time is an often misused resource by the sales person trying to get to budget. The consummate professional sales person is disciplined in their time management. They invest their time before spending it by gaining insights into who their customers are, benchmarking how they should position themselves and understanding what best practice sales approach is. This helps them to position what they are selling, where they are selling, why they are selling and to whom they are selling.
#Sales Success Tip: It is really easy to be a reactive sales person by default. Proactive sales positioning gives a salesperson control of the sales process.
What makes a successful salesperson?
The connection that a great sales person makes with their customers is measured first and foremost by the feedback and referrals that result from that relationship before it is measured by budget performance. The investment in robust and transparent relationships builds a foundation that will bring financial reward that is sustainable and scalable.
#Sales Success Tip: Customers want to trust and respect a sales person. When they see genuine interest, empathy and a desire to listen to what their needs and wants they open the sales window. The investment in nurturing the customer relationship by the sales person establishes the success of the customer interaction and anchors their value to the business.
Are you listening to what your customers are saying? If so where are they communicating with you and how are they wanting to communicate? The answers to these questions will help you answer another question. What do my customers want to know? Too much communication or the wrong communication can be detrimental to engaging successfully with your customers.
#Sales Success Tip: Sales people like to talk. Lets not pretend they don’t. The challenge is to listen. Only when they listen successfully to what is said, what insights are telling you and what trends or challenges are defining in the marketplace can you start to tell a story that will resonate with your customers.
Take the politics out of sales budgeting.
Don’t make sales all about the people or leave room for agendas in sales teams. Team budgets can lead to individual sandbagging and budget negotiations that may be detrimental to revenue performance. A true sales superstar will be motivated by sales performance to budget when it is clearly defined. A team bonus is successful when it does not impede the individual’s performance being recognized.
#Sales Success Tip: Team work is important but not when it breeds sales cannibalism. Structure sales bonus’ and incentives to recognize the individual and the team as a second tier bonus.
Originally posted 2016-11-29 18:27:35.