Sales Management Articles

Are you giving remote facility tours to your prospects and customers? Plant tours have always been a critical opportunity to sell your value and to demonstrate your quality. But customers are just not traveling as much today.

What are you doing to follow up with customers leaving to do more in-depth research asking “What could we have done better?” “How could we have been more competitive doing more to satisfy what you are wanting?”

We used to increase the efficiency of a sales team by shortening their selling cycle times. The time between ending one phone call and making another. If we shorten their time between calls we can increase their sales by increasing their volume of opportunities.

Buyers communicating and evaluating sellers through online platforms continues to grow. If you’re in retail your buyers are likely on Facebook and Instagram. Business-to-business buyers are on LinkedIn and YouTube. How are you using this to your advantage?

There’s a proven four-stepped call opening that can improve getting that new conversation whether on the phone or face-to-face. The four steps…

Have you been using my three videos a week I’ve been posting on LinkedIn and YouTube? Each covers a single sales or sales leadership idea in less than two minutes.

Most sales teams only work on the bottom two skill sets. What can you do to improve your rep’s skills in all four areas of selling? 

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.