A bothersome factor of selling is the notion for organizations to corrupt selling. Nothing happens to organizations unless something is sold. However over 92% of many organizations never invest in their sales departments. To avoid this issue:
- Stop sales training. Training is an event not a process. Nothing happens in a seven-hour day. The desired output is to alter behavior, this does not happen in a day.
- Create KPI. Selling requires measurements. Sellers need to measure their success and sales managers need to inform them constantly.
- Conflict. Mix it up. The problem with sales managers today is the inability to confront employees about workplace issues.
- Accountability. Create measurements of success and hold individuals to them. Stop the procrastination; they are the frontline to your revenue destiny.
- Hire Correctly. Stop hiring bodies and employ individuals with innate talents that can handle your frontline. Nothing substitutes passion, conviction and talent.
- Self Mastery. Good selling professionals provide methods of constant improvement. Always question the sloths that expect your organization to provide their education.
- Create a selling culture. Everyone in the organization must become involved in the effort. Refrain from compartmentalization.
- No contest. The best selling professionals do not require contests and challenges they are constantly motivated.
- Seek best practices. Emulate the best practices from the best people stop trying to correct those that cannot be altered.
10. Lead Generation. This is the most prevalent portion of selling. Do not worry about supplying leads to the sales department. All professionals must create pipeline opportunities.
11. Share the wealth. Stop paying selling professionals so much. Lethargy is created when professionals believe they have a “cushion” and little upside potential.
12. Pre-Board with Onboarding. Create a process that quickly encourages knowledge of the company, competition and the industry.
13. A view from the bridge. It is great to sit behind the desk and command all but to create a selling culture you must lead by example. Move away from the desk and partner with your sales people. Leaders must meet with customers too.
14. The new economy. Recent surveys show that companies cut back on their sales force when they need the help the most. Why invest in new computers, or new logo when your front line is more important.
