We’ve seen this process improve sales systems to turn poor results into a hefty 45% conversion rate of prospects into new customers˳
Lasting sales performance rarely comes from super-star performers˳ It comes from great sales management systems˳ Good systems are reliable and they enable all your sales people to improve and maintain their performance˳
We find the best sales management process has10 powerful parts…
1˳ Position descriptions
2˳ Procedures
3˳ Activity expectations
4˳ Performance expectations
5˳ A means of monitoring and reporting activity and performance
6˳ The 3 principles of sales contacts
7˳ Regular sales meetings
8˳ Strategic guidance
9˳ Corrective guidance
10˳ Employee review
Here They Are, Explained…
1˳ Position descriptions need to outline the expectations of your sales person˳ You can’t afford to have out-of-date PD’s˳ If your sales person doesn’t have a clear charter, how can you correct any failure to meet your expectations?
2˳ Procedures describe how to perform certain tasks expected of the sales staff˳ Even aspects taken for granted, like meeting with a prospect, are important and occur regularly… and are therefore appropriately documented into Standard Operating Procedures˳
3˳ Activity expectations are minimum volumes or qualities of calls, visits, scripts and other tasks inherent in the sales procedures˳Since activity is what yields results, activity must be measured and reported on˳
4˳ Performance expectations are expressed as sales dollars and new customers won˳ These come from the right procedures being performed within adequate activity levels˳
5˳ Means of monitoring and reporting activity and performance are means for the staff to record their work and show it to you˳ Both public reporting in charts and private reporting to management would be ideal˳
6˳ We’ve seen 3 valuable principles in a good salesmeeting…
1˳ There must be no unaccountable time in the work week,
2˳ No contact must occur without an agenda, and
3˳ No contact must go without an outcome of some kind and a next step˳
7˳ Regular sales meetings need to be at least weekly˳ Work needs to be interrogated so that management and consultants can provide guidance˳
8˳ Strategic Guidance means suggestions and information of value to overcoming a hurdle the salesperson has encountered˳
9˳Corrective Guidance means admonishment and advice designed to cease activity that is not productive and encourage activity that is productive˳
10˳ Employee reviews are the last component, and this is really a component of a good HR system more than merely a good sales management process˳ We’ll help you set up procedures, forms, sales meeting structures and principles of management that get more from your sales staff˳
Results From Systems That Work
With systems like these, you’ll enjoy the kind of results that are independent of individual personalities in your sales force˳
Source by https://ezinearticles˳com/?How-to-Create-a-Better-Sales-Management-System-For-Your-Business&id=2069159
