We are often told by sales managers that salespeople are the reason for their disappointing sales figures. In some cases this is true, but often there is a bit more going on. If you want successful sales people, it is better to leave out statements like "they must be able to do better" when talking to your sales staff. But what should you do as a sales manager and how do you contribute to the success of your sales people? Reachers gives you some tips.
Selecting the right customers
All salespeople are trained to sell products and services. This is a simple and correct reasoning. But, it is not at all efficient to just send your sales people out at random to customers or prospects. As a sales manager, you need to know in advance what these (potential) customers are interested in. That way, you don't send salespeople to companies or individuals who have nothing to do with your product or service:
- If salespeople are sent to the wrong target audience, it will come as no surprise that the numbers are disappointing.
- So be sure to select the right customers.
- Indeed, it makes sense that interested customers are more likely to buy your product or service than non-interested customers.
In short: successful salespeople don't just happen. If you send salespeople to the right target audience, your sales figures will increase automatically. So know well who your target market is and get to know them meticulously.
Sales techniques and sales plan
Selecting the right customers will already help a lot, but of course that is not the only thing you can do. Determining the right sales techniques and a good sales plan Indeed, drafting are also crucial to creating successful salespeople.
Here, as a sales manager, it is best to keep in mind that you do not have to be busy day and night following up results. After all, managing your sales people is also essential.
- What you better does not: pressurising them with vacuous statements such as "your sales figures must go up, or else...".
- What you better does: engage with your salespeople.
Listen to your salespeople
By engaging with your salespeople, you also make them feel that they can come to you with any problems. As a sales manager, one of your tasks is to create a sympathetic ear offer to your salespeople and their needs. Finally, it is the salespeople who are on the road every day talking to and convincing customers and prospects. So they are also the ones who face problems and obstacles every day. By listening to your salespeople, you as a sales manager can find targeted solutions by improving the sales plan or the sales strategy, for example. This is the only way to obtain successful salespeople.
In sales, being busy with numbers is crucial, but being busy with your salespeople is possibly even more important. Reachers is happy to help you create successful salespeople through sales training and/or coaching, allowing you to grow as a business.
Feel free to take contact with us for more information!
