Do Your Salespeople Sell Everything You Offer?
September 29, 2022
Do your salespeople sell everything you offer? This seems like a silly question, but our experience shows that salespeople sell things they feel comfortable selling, that they know about in depth, and that offer the most compensation. If the above items are true, how do we get the sales organization to sell the company’s complete offering? This is a question that plagues business people and one that is not easy to answer. Many companies offer compensation incentives to incentivize their sales organization to sell what the company wants them to sell. Other companies hire specialists or training programs. It is our belief ...
Do Your Salespeople Make Enough Sales Calls?
Do you salespeople make enough sales calls? Do you have a system that monitors your salespeople and the number of sales calls they make a day? Does your monitoring system include a metric for who your salespeople are calling on? Do you have a system that allows you to see the call report for each sale call? Do your salespeople make cold calls? If your salespeople do make sales calls are they planned and based on a list of targeted accounts? If the answer to any of these questions is “no”, you should consider reviewing your sales management system to ...
Do Your Salespeople Know and Manage Their Quotas?
Do you have a quota system? • If you do, is it something that you manage on a regular basis with your salespeople? • Is it part of your sales meeting agenda? • Do your salespeople pay attention to their quotas on a daily/weekly basis? If the answer to any of these questions is “no”, I would strongly suggest that you integrate this process into your sales management functions. Top performing salespeople are aware of their quotas on an hourly, daily, weekly, monthly: continuous basis. It's part of the game that motivates them. Winning is essential to the top performing sales professional. If your people aren't ...
Are You Happy with The Performance of Your Salespeople?
Do 20% of your salespeople sell 80% of your volume? Have you ever asked yourself this question and if the answer is yes I would suggest that you look at the skill sales sets of your salespeople and your overall sales control and reporting systems. Are your salespeople trained in professional selling skills? It has been stated many times that 80% of sales professionals have never read a sales book or been to a sales seminar. Therefore, they perform based on tribal knowledge and are not truly professional in their sales approach. The following are some questions we suggest that you ask ...
Are You Happy with Your Margins?
Achieving acceptable or excellent margins it's something we all strive for. Simply said, in order to increase gross margin, we can either increase the sales dollars or decrease the material, labor and/or overhead costs. This is many times easier said than done. So how can this be accomplished? Simply increasing the sell price can cause all kinds of difficulties, most of which we do not want to happen. So, what can we do to increase our sale price while minimizing the pain? Increase value is the answer. We need a strategy that increases value, but this in itself is not easy. What can we ...
Are You Happy with Your Sales Volume?
This seems like a very fundamental question, but I'm not sure we ask ourselves this question enough. To be happy with our sales volume, I think it's important that we have a firm understanding of what our sales expectations are, and that those expectations are communicated to all people in the organization on a regular basis. Expectations should be reported and compared with the actual results in a meaningful and consistent manner. Do you have a system that regularly, on a monthly basis, reports sales results and compares the result to a quota? Does everyone in your sales organization have a quota and are ...
Performance Questions
Have you ever asked yourself “performance” questions about your Sales Organization? Questions like: 1. Are you happy with your sales volume? 2. Are you happy with your margins? 3. Are you happy with the performance of all your salespeople? 4. Do your salespeople know and manage their quotas? 5. Do your salespeople make enough sales calls? 6. Do your salespeople sell everything you offer? 7. Does the market know everything you offer? 8. Are you happy with your customer development effort? 9. Are you happy with your Market/Customer penetration effort? If you have asked these questions, what answers have you come up with? We'd love to review these questions with you ...
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