in
this issue
Equip
Your Salesforce with Essential Sales Tools
Sales people want to sell. If pay is performance-based, they
need to sell. To a good sales person, every problem is an
opportunity to provide a solution. A tiny investment in the
right sales tools will pay huge dividends in increased sales
productivity.
The following is a list of 8 essential sales tools:
(1) Contact management software (e.g. ACT or
Goldmine) - to help track leads & prospects in the sales
pipeline as well as contact activity, ticklers, etc.;
(2) Periodic sales motivational pieces such as email newsletters
or books on selling - to help charge up the battery, offer fresh
ideas and innovative approaches;
(3) Lead generation programs - increased inbound pipeline
traffic will result in more opportunities to close;
(4) Sales management structure - periodic review of measurable
activities, e.g. performance, quotas, pipeline contents and
status. Most sales people will reluctantly admit that a
structure actually helps them improve their productivity;
(5) Udate your sales support collateral - analyze your marketing
pieces, contracts or quote sheets and keep them up to date.
Don't let these valuable tools become an obstacle to a close;
(6) Variety keeps things interesting - use trade shows or
publicity events to break up the day-to-day sales routine;
(7) Limited-time offers - periodically give your sales force a
new tool by introducing limited time offers;
(8) Diagram the sales process from lead generation through to
new client intake - clearly define who is responsible for which
activities.
The above list illustrates simple, inexpensive
ways to pave the road to increased sales productivity. Your
sales team may also have additional ideas to help them succeed
so involve them in the process.
Quick
Links...
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Did
You Know that OnePoint can help with Sales Metrics?
OnePoint has developed sales compensation plans and
reporting tools to help our clients measure sales team
performance. From assessing top sales performers to
tracking trends such as sales cycles, OnePoint can
provide you with the tools to effectively measure and
increase sales and productivity.
Let us apply our broad range of experience to help
you increase your sales teams performance.
Contact
OnePoint for a Comprehensive Analysis »
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Hiring Sales People Who Sell is Like Kissing Frogs
- Not Much Fun Until You Find Your Prince
A small business owner often carries the sales load for
years while searching for the right sales person.
Inevitably, frustration results from the inability to
find people capable of effectively selling the company's
product or service. How many frogs can you afford to
kiss?
Typically, 20% of sales people produce 80% of what is
sold. Ineffective sales people are a drain on company
resources, lose your best prospects to your competitors
and end up costing you time and money. In a small
business, it is mission critical to zero in on the
candidate who has the skills and aptitude to sell your
company's product or service.
The first and best place to attack this problem is in
the hiring process. Hiring success comes from accurately
measuring and predicting future performance in the core
necessary selling skills. Prospecting, Overcoming Call
Reluctance, Self-Starting, Teamwork, Maintaining
Relationships, and Closing Sales are all skills
essential to a good sales person. Learn to identify
people who can sell your product or service and you will
increase your growth and profitability.
For additional information on selecting sales people
who will sell, who will reduce some of your sales
burden, who help successfully grow your business, who
will be outstanding performers, review the complete
article at www.synsysllc.com :: "Hire the Right
Sales People - The First Step toward your Organizations
Future Success".
Contributed by Lloyd Gottman, Synergetic Systems, LLC.
Lloyd Gottman is the founder of Synergetic Systems LLC,
providing tools to help organizations make more profit
by hiring, developing and promoting the right people. He
can be reached at 303 798-8057 or Lloyd.Gottman@synsysllc.com.
For
complete article on selecting the right sales people to
successfully grow your business »
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Expand the Sales Team Beyond Sales People
Would you have any idea that when you buy coffee at the
Starbucks counter in Barnes and Noble bookstore you're
not buying coffee from Starbucks at all? What a shock,
given the prolific use of the Starbucks logo, equipment,
materials, and beans you'd think so. But you're actually
buying Starbucks coffee from Barnes and Noble. A
seamless example of effective use of sales channels.
You can create your own alternative sales channels by
exploring strategic relationships with other companies.
Imagine multiplying your sales effort overnight without
the hassle of hiring a new army of sales people or a
huge capital investment. In most cases the risk and
costs are shared by both partners in the channel
relationship.
The toughest part is thinking "outside the
box" when identifying good candidates for a
strategic partnership. Outside consultants who have had
experience in this area may be a great catalyst for
brainstorming sessions. These same consultants will be
able to chart the waters and keep negotiations flowing
as obstacles arise.
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OnePoint BPO is pleased to announce that Elena
Sherman has joined their team!
Elena brings with her over twenty years experience in
accounting, payroll, human resources and overall
business operations.
Elena joins us after many years with Automatic Data
Processing (ADP) where she excelled in implementation,
service and sales roles. Additionally, her success as a
Consultant to business owners in developing accounting
and administrative systems makes her a great resource
for you. Take advantage of OnePoint's complimentary
analysis and let Elena share her ideas on adding
efficiencies to your processes and saving your company
money.
Contact
Elena for a comprehensive analysis »
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