If you don’t measure it, it won’t happen. If you don’t measure sales performance, it won’t happen. And if you don’t measure process, measuring results instead, good luck! Measuring process is King, measuring results is vanity. Believe it or not there are institutions that don’t measure sales processes. They measure results. Even I didn’t believe
Salespeople take risks. Scratch that. Successful sales people take risks. Mediocre ones colour within the lines. And their (mediocre) results show it. If you are recruiting for a sales person, capacity to take risks should be high on your checklist. If you are recruiting compliance officers, then acting in accordance with set rules it is.
“But we’ve never heard of you, customers keep saying. We could sell more if only Marketing did their job.” Not an uncommon accusation from sales people. Today, I’d like us to look at some sales problems marketing gets blamed for-unfairly. In fact, some problems are simply objections that need handling. They don’t know about us
To what extent does the product service mix, or service product, mix affect your selling? You see, your product attracts your prospect, but your service retains your customer. A majority of products carry with them an element of service but in varied degrees. The hospitality industry, for instance, has a heavy dose of both. Take
Ask for sales referrals. Prospects don’t volunteer them unsolicited. A sales referral is perhaps the most powerful weapon in a sales person’s arsenal. A sales referral happens when an existing customer or prospect gives the name (that is, refers) of another potential buyer, to the sales person. This means that asking for referrals is a