Motivating the sales reps Sales is one of the loneliest and frustrating jobs for many people because of constant rejection. Many a times, we have felt that we are not in control of the selling situation. This is because of the unmanageable element in this case – Prospects Mind. We have seen that we have…
Have constant review mechanism As you will have pockets of excellence and slumps spread across multiple people in your teams, you will need to have a constant review mechanism. You can quickly spot the trends and can step in to get some consistency across multiple team members. Find out their needs and train them accordingly…
All good sales people are not necessarily good sales managers. The skills that got them there are to going to keep them there. They need to build a great team, train them, constantly evaluate them, keep them motivated and replicate the successful sales person which they were in the team in order to succeed as…
From a salesperson point of view. It takes a lot of time and effort to prospect. It takes 100s of phone calls, 1000s of emails to get one prospect to show interest. The initial interest turns into a meeting either on the phone or in person. The prospect gets interested in getting to know about…
Social selling as part of a Multi-channel approach of selling is important. This is because all your prospects will not be active in all channels. To explain this, some of your prospects will not pick up a call from unknown numbers, some will not respond to emails, some will not go to a search engine…
Many a time we find that our proposal to closure ratio is low. We also find that our sales proposal template we fill and submit does not get responses after we submit that to our prospect. This is in spite of the fact that the buyers have spent a lot of time with us and…
You have landed a meeting with a prospective buyer… The floor is yours… The big question – Should I present or ask questions? Salespeople always have this dilemma when they get into a presentation or a conversation with a prospect. Salespeople are conditioned to believe that they have to go and do a smashing presentation…
All good salespeople are not necessarily good sales managers. The skills that got you here isn’t going to keep you here. You will need to build an awesome team, you have to coach them and train them, you have to constantly evaluate them, keep them motivated and…………. replicate the successful salesperson you were in the…
The stages are the multiple steps that you have to take the prospect through to get them to be a customer, i.e., Make them purchase. Unless it is a product that has high levels of the index of impulsive purchase or routine purchase, the buyer will take their time in evaluating the product and will…
Every company loves to have a great sales organization as that is the backbone of any company. Consistently hitting the numbers is very important for the organization to plan for future growth and also plan the hiring of the support organization. Science can be applied to hiring and forming the right sales organization. The questions…
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