It is a good idea to take a health check on your current sales processes, structure and teams. When you evaluate competence find out if your team have all the details regarding product knowledge, company history and statistics. They should also be aware of the industry, your sales processes and policy. Do they have knowledge of the customer, their problems and opportunities? Do they have the relevant sales skills, know how to prospect for business, how to prepare for a sales call and how to build rapport and trust with customers? Do they know how to qualify prospects, know how to write the proposal and deliver the sales presentation? Do they know how to overcome objections and close the sale? One of the most effective ways of evaluating sales peoples competencies is to accompany them in the field. Are your sales people motivated? Is each member giving 100% effort, hold positive attitude, enjoy seeing customers, celebrate their own successes, closely track their sales and commissions earned?
As all sales personnel should have agreed targets and objectives it is much easier to manage performance. Steps for managing and improving performance should be to meet and discuss the performance at regular intervals. Go out and conduct joint visits to understand individual weaknesses and put together a development plan, set a new target and review.
You should also evaluate opportunity. Opportunity is the availability of goals, territory, tools, products and support. Ask yourself these questions: Have you set the right strategy and goals and does the team understand and accept the these? Are the territories or areas clearly defined and do you have the right sales people in the right territories or areas? Does the sales team have the right collateral? Are the products positioned, promoted and priced effectively? Is adequate product training available? Do you support your sales people in the field on sales calls? Do you have an effective sales incentive program, marketing campaign to drive lead generation?
It is sometimes very easy to shout at sales when targets are not being met, evaluate to understand the reasons why, you might be surprised.
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