Tag Archives: sales reps

You Can’t Do It Alone

At some time in the life of a small business, someone besides the owner will need to sell the product or service for the firm to be truly successful.

Unfortunately, that’s where the wheels come off the bus for a lot of business owners. While they are continuing to bring in revenue themselves and focusing on a myriad of other important objectives like product development and customer experience, their sales reps are unfocused, not directed, and in far too many cases, unsuccessful.

Whether you are already in this predicament or think you might be someday, here are two things you should do right now:

Create an ideal prospect profile of the types of customers that are the best fit for your business. Include the size, markets, geography, most profitable things they buy, the amount of business they do with you annually, and the positions you target.

Document the process that you use when you sell. Start at the point when you first talk to a prospect.  Include what you say to get their attention, what questions you ask, how you describe the way your business can help them, and what sets you apart from the competition. Make sure that your list includes when and how you use product literature, give demos, offer trials, and anything else that’s a part of your sales cycle.

If you already have reps in place, accompany them on a sales call. See how close they are to your process. If you’re currently hiring, evaluate their ability to follow the processes that are working!

Quote of the Week: “Start by doing what’s necessary; then do what’s possible… and suddenly you are doing the impossible.” — Francis of Assisi

The Perfect Time – Age of Millennials

Within five years, Millennials will account for 48% of your sales force. Millennial sales reps will Millennials Timingwant different things from your business. Now is the perfect time to ensure that your company will be able to attract the best talent possible.

For starters, 88% of Millennials want co-workers who can also be their friends. If you have a small sales team composed of aging Boomers, a new Millennial may not find the camaraderie he seek. which could result in higher turnover.

This is the perfect time to consider how your entire company interacts. With the right culture, cross-functional Millennials from all parts of your company can work together with more experienced staff members to effectively tackle critical challenges.

According to Vorsight and The Bridge Group, 30% of Millennials are confused about their compensation plans. Like the sales reps that came before them, confusion about how much and when you will be paid can cause morale problems and poor sales productivity. Now is a good time to simplify your compensation plans and lock down your calculation/reporting processes.

Furthermore, Millennials crave transparency. They want to learn the inner workings of the businesses where they are employed, and they will reward this transparency with fresh insight and creative problem-solving.

If your organization typically keeps critical sales information close to the vest, now is a fantastic time to give up a little control. By doing so, you can capitalize on the strength of your team and build a better business!

Quote of the Week: “You cannot afford to wait for perfect conditions. Goal-setting is often a matter of balancing timing against available resources. Opportunities are easily lost while waiting for the perfect conditions.” — Gary Ryan Blair