Leadership Results Newsletter

• Develop Winning Sales Systems & Behaviors 
• Get a Strategy & Get Everyone Onboard
• Increase Efficiencies Through Best Practice Procedures

 Over the next few weeks we will discuss each one, and why it is important.   This week we will focus on the sales aspect.

Hiring More or Different Salespeople May Not be the Answer!

Before you hire more or different salespeople, or try to get your existing ones all "pumped up," evaluate your current sales systems and processes to ensure the greatest return on sales dollars.  
 
Things to ask yourself:
 
·         Is there an effective sales strategy in place? Do we know who our target market is, what they want, why they want it and how we can fill their needs better than the competition?
 
·         Do we have a system of clear goals, recognition and tracking to measure salespeople throughout the sales process, not just when the sale is made?
 
·         Is effective training provided in product knowledge, securing referrals, building relationships, anticipating and addressing objections, communicating with a variety of styles and closing the sale? 
 
·         Are salespeople able to spend at least 80% of their time on the most important sales activities or are they bogged down with internal obstacles or problems?
 
·         Do we have a process to ensure that current or potential salespeople really possess the right strengths or even want to be in sales?  There are many people in sales positions who are burnt out or were never a good fit - don't allow them to hold back your sales effort!
 
Leaders who are proactive in setting up the sales function will be much more effective in maintaining revenue  and taking market share!  Call for a no-risk, free evaluation of your sales system & processes.

People Development Pays: Measurable ROI

DO YOU HAVE:

• Managers who have not had productivity or leadership training?
• Salespeople without productivity or sales training?

Attainment, Inc.