I love to tell the story of my typical client. She builds a company on a real passion for the widget. The passion is her sales strategy. She is so passionate and enthusiastic she brings down a few accounts and starts to grow. She has not had a day of sales training.
The pressures of the business keep her inside in manufacturing, operations and management activities, all necessary but taking away from her sales activities. Ah! The Solution! Hire a sales person, “my widget practically sells itself!” So she reaches out to find a sales person. Let the sales training begin!
A candidate is found, good resume, sold some stuff before, has a nice personality and a bonus, she likes him. The hire is completed, her new rep is sent into the business for a few weeks to learn the ins and outs of widgets. The next step is to travel around meeting clients to learn why they buy this particular widget. Now it is time to show the rep to his new office to belly up to the phone, boot up and thumb through this year’s Austin Business Journal Book of Lists to research leads. As she leaves his office she will say (9 out of 10 times this happens!) “Go Get em’ Tiger!” End of the sales training.
Fast forward 6 months later and well…. It’s surprising how many small and medium businesses (and startups) are guilty of this action plan–and the problem is that many business owners wonder why it didn’t work and then become concerned (rightfully) about the cost of training and salaries (there is no or little commission!) that they invest in unsuccessful sales hires.
The Fix? A PLAN– based on clear action steps, understanding your best clients/prospects, knowing that most reps quit at 3 calls and having a system to contact prospects 7-8 times (that’s when they buy), performance metrics that drive accountability, appropriate training and corrective action while systematically driving a series of prospects down a structured pipeline and as a result – booking business.
Motivating your sales force is a necessity–but what separates small businesses from larger businesses is a true sales plan, based on clear action steps, building a pipeline, and holding sales people accountable for either closing deals, moving prospects to close and managing profitable business.
The good news is that building a sales plan is not difficult–but it does take management and persistence. So you shouldn’t be surprised to know that is what I do and I do it well. Let me know how I can serve you.
If you don’t have a Simple Sales Plan that works consider purchasing my low cost ($149.00) 100 % GUARANTEED Training Video with all the tools, templates you need to execute for yourself or a sales team.
If it doesn’t work for you, I will refund your investment NO QUESTIONS asked.
a simple sales plan
Bob Davis is the President of simple.sales.strategy in Austin, TX providing sales training, strategy and holding sales people accountable to a proven, systematic sales system. He can be reached at 512.658.9500 or firstname.lastname@example.org