Jim Pancero

How often are your reps coming to you and saying “We lost the Phillips bid because our prices were too high?” Your rep is really telling you they didn’t do their job. Their job is not selling the lowest price.

Here are three ideas to help increase your sales profitability and success.

The reality of sales leadership is if you’re not setting goals and expectations for your team as their coach and leader…then they probably won’t achieve the performance levels you need and expect. In too many organizations prospecting is left up to each salesperson with the assumption if they have some extra time they’ll put it into new business prospecting efforts.

What can you do to review with all members of your team how you expect them to conduct themselves ethically and professionally in how they deal with customers and solve their problems?

What can you do to get your reps to be talking less by getting their buyers to do more of the talking?

Most salespeople assume they know their customers. But how much of their awareness is based on what buyers wanted years ago?

It used to be you only had to put your customer’s picture and their one paragraph testimonial on your website. Today the best testimonials are on video.

The best way to sell today is by using the old sales tools like the steps of a sales call to give you more control of your persuasiveness and having defined multiple-call sales plans. It’s getting higher, wider and deeper within an account to make sure you’re talking to the best people who will make a buying decision.

Have you noticed offering high quality products backed by great service is just not enough today to gain a consistent competitive edge? Today you also need to be focused on speed, simplicity and ease of use…the Amazon model.