If selling was easy we would all be sales men. But selling is hard and it takes a certain resolve to take rejection and still have the gumption to move on without feeling any pain. When it comes to developing a high-performance sales organization there are five steps that will get you there and keep you there.
1) Assess Your Tools and Team
Before you do anything you have to assess your current strategy:
- Who are your best performers and what are they doing the rest of the team isn’t?
- What does your sales package look like and what is it missing?
- Survey your current customers to find out your strengths and weaknesses.
- Mystery shop if that applies to your business.
- Research the industry and market to make sure you haven’t missed major changes and shifts that will affect your new strategy.
2) Assess Your Incentive and Structure
Take a look at the current incentive program for your sales team and assess its effectiveness in relation to how sales reps perform as well as if the tools you are providing work to your sales team’s benefit:
- Does the incentive offered provide the rewards necessary to keep sales reps motivated?
- Do your tools and support team allow your sales reps to excel and work efficiently with the support they need to succeed?
- Does the CRM program help promote service and meet the expectations set up by the sales team?
- Does the marketing strategy help generate sales leads that are actually actionable?
3) Assess Your Competitive Edge
Ensure you are able to meet the changing needs of the market based on what your competition is doing.
4) Analyze Buyer Habits
Understand not only what your customers are buying but how and why they are as well. You can then tailor your sales approach to meet their needs and anticipate their reactions.
5) Develop a Plan
Once you have investigated all of these factors develop a sales strategy outlining your improvement plan with actionable tasks, upper management buy in and commitment to succeed from your sales team.
Following these five steps will help you create a sales force to be reckoned with giving you an edge in your industry.
The Sales Coaching Institute will help you to accomplish these goals by aiding you in building a strategic sales organization. Visit website for more information.
