Here's How To Help Your Sales Team Smash Their Targets
No matter what business you are in or own, selling will always be at the core of growing your business.
How many times have you said out of frustration, "I need to improve my selling skills", or, "My sales team aren't hitting their targets and we're missing opportunities?" Well, the fact is you're not alone.
How many times have you said out of frustration, "I need to improve my selling skills", or, "My sales team aren't hitting their targets and we're missing opportunities?" Well, the fact is you're not alone.
This is very common amongst sales people and sales managers who know that they or their team could be doing better but don't know where to start. If we really look, we can see that many complaints about sales results are made but not much is being done to find a solution.
After all, success in sales almost always follows a set of strategies that top performing sales people follow and rarely change.
Here's what we know works:
1. They practice
2. They formulate scripts and processes
3. They measure results
4. They refine the process
5. They work hard until they get it right
Then, they work on setting targets that are achievable and keep themselves accountable. They will also ask themselves questions like, "How many calls do I need to make to arrange one meeting?I want to close more sales, but how many more meetings to do I need to have to make them?" How many sales do I need to earn my bonus and make income targets for the month/quarter/year?"
So you might be sitting there thinking, "So how does this help me or my sales team move forward?" That's a great question. Here's what I recommend as your next step in becoming a superior sales person / team.
Ask yourself this question, who are my Customers?
When most people start their own businesses they are so focused on just surviving, that they lose track of their target market. This doesn't become a problem until the business wants to really grow, as only then, and through the use of a sales team and sales strategy does knowing your target market with absolute clarity become essential.
Understanding your target market and breaking it down into smaller distinguished categories (market segmentation) you can then begin to identify more targeted and tailored ways of attracting or approaching them. A one size fits all rarely works in today's competitive environment.
Here's some more great questions that a business coach would ask you to help clarify who your target market really is:
Who do you sell to?
Where have you sold before?
Who are our customers?
How old are your customers?
Where do they work, hangout? What groups do they belong to?
How do they buy?
What else do they buy?
Are they certain job title?
Are they from a certain place, location, community?
Questions like these help you build a very detailed visual picture of your customer. Once you know who your customer is, you can find out where they live, work and play. Knowing this gives you power and gives you a plan.
Good preparation and planning is a great foundation to help you build a strong sales vehicle in your business. If you take the time to sit down and work out who your customers are, you can then plan the best way to approach them through your sales and marketing strategies.
Once your business coach has helped you with this step, then they will work with helping you to master the next steps in the sales process to help you become a superior sales person / team.
Copyright (c) 2009 Michael Atma
by: Michael Atma The "ins And Outs" Of Polyethylene Pallet Covers A Guide To Becoming A More Successful Freelance Writer Benevolent Marketing - Building Charitable Giving Into The Business Model Motivating Others Making A More Effective Postcard Marketing Campaign Safe Archive Storage For Your Business Or Personal Records Stainless Steel Banding - Lng Development - Bs Thermal Plasma Bevel Cutting - Getting The Most From Your Beveling Head Smoke In Style With Smoking Pipes Turn Your Unwanted Car Into Cash Making Stickers And Labels More Persuasive Cash In On The Acquisition Of Knowledge And Skills Business Process Management For Business In The Future