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Sales Planning – Either a Well-Oiled Machine or Child’s Malvern Star Bicycle (clogged with dirt and grease)
Have you given your team a Sales Plan? Have you created the Sales Plan with them? It’s a common blunder for Sales Manager’s as often this is not done. Regular planning and reviewing is needed to achieve the desired targets. A good plan will include the following:
Combined Effort: Sure, you are a manager and if your team fails then you will be partly responsible however the plan is not yours. It’s your Sales Representative’s or you Business Development Manager, so involve them in its construction. Be a guide and mentor and have them feel as though they have had equal time in the preparation of the plan.
Strict Reporting Structures: Depending on your product or service the sales cycle is flexible so there needs to be a defined reporting structure. The plan should be devised and updated weekly and the review should be dependant on the sales cycle; bi-weekly, monthly, bi-monthly, etc. Excellence is achieved through reviewing results against the plan to determine missed opportunities and ways to improve.
Metrics: For the plan to be successful it needs to focus on results and activities. Examples of metrics include number of client phone calls, number of contacts, appointments, sales closed. The key is not to overwhelm. A few Key Performance Indicators that pertain to your business are all that are needed.
The Hand Is Quicker Than The Eye.
Houdini was a master magician. Indeed, he was a master salesman. Every magician must convince (sell) his audience that his “illusion” is not an illusion at all; that it is, in fact, the genuine article.
Those of you who work in sales should ask yourselves how adept you are at illusion. Let me clarify the illusion I speak of in this context. It is not an illusion of trickery whereby the sales person sells something for the sake of selling without wanting to understand the needs of the buyer. No, the illusion I speak of here is one of the master sales person convincing his employer that he is performing at optimum expectations. How good a magician are you?
Sales people are generally (hopefully) attuned to their employers’ needs to track their activities and results. Therein lies the problem. The key word in that sentence is “employer”. The employer will give all the accountability documentation to the particular sales person and the sales person, donning a black cape and top hat, will most probably return the documentation to the employer in some sort of completed state. What happens then? Generally nothing. The employer or sales manager will not have the skills, policies or procedures to manage the RESULTS of the documentation.
The Strategic Approach to Sales Outsourcing
Sales Team founder Geoff Jennings is an online industry pioneer. He has earned this reputation by consistently delivering superior results, extraordinary customer service, and innovative sales solutions to some of Australia’s leading online classified sites.
He envisions Sales Team as one of the most experienced sales outsourcing companies in the media advertising marketplace.
Strategic Solutions That Keep You on the Cutting-Edge
Our thorough understanding of the media advertising industry has enabled us to consistently provide the newest, most innovative approaches to sales outsourcing. This way, our clients get the impact they need, without the overhead burden.
Today, we can custom design a sales solution to meet any business challenge. Each solution is tailored from one of our key offerings:
Because one outsourced solution might not meet all of your needs, you can optimise your impact by deploying a unique combination of all three of sales team’s options.
And while each of these teams will drive extraordinary sales results, the true exponential advantage to your brand comes from combining the teams to meet the diverse needs of your clients. Optimise your sales team’s impact and watch your sales soar!
“Sales Team has become a valued partner in our sales solutions. Their understanding of our needs and the online classifieds market helped to create the right sales team that delivers us significant results”
Call 1800 235 071 to learn how sales team’s staffing solutions and expert industry knowledge can help your business grow.