| News and Events
Newsletters
Book Store
Services
Case Studies
Clients
Company Profile
Mission
Contact Us
Home
Send Page
To a Friend
|
1. BE CLEAR
ABOUT WHAT'S IN IT FOR THEM
Sales people typically make most of their money on commission. So if you want to
catch the sales force's attention, and have them enthusiastically sell your new product or
service, you need to come up with a commission plan that appropriately compensates them
for their effort.
2. BE CLEAR ABOUT WHAT'S IN IT FOR THEIR
CUSTOMERS
The sales person's customers are his lifeblood. Therefore, he/she does not want to waste
the customers' time by presenting a new product or service unless absolutely certain that
it will be of some benefit to them. Make sure you provide your sales force with a
compelling value proposition.
3. GIVE THEM AS MUCH SUPPORTING INDUSTRY AND COMPETITOR
INFORMATION AS POSSIBLE
Make certain that your sales force is up to date on industry current events. It helps
their credibility immensely if they know as much as their customers about new and
developing issues, as well as being well-versed on the offerings of your competitors.
Knowledge is power!
4. INTEGRATE EXPERTISE
Make it a practice to periodically send marketing, customer service, and operations people
out on sales calls. On the same token, occasionally bring the sales people in from the
field to spend some time in the office, learning about production and service. By walking
a mile in each other's shoes, the sales force and the other departments will gain an
appreciation for each other's jobs, and the challenges therein. This will foster a more
cooperative spirit and the insights gained will help all parties involved, and the
customer will reap the benefits.
5. MAKE SALES TRAINING A COMPETENCY, NOT AN
EVENT
Training delivered in quarterly doses competes with all the other components of quarterly
sales meetings. Take training to them - both in-person and online - and build an ongoing
curriculum that focuses on sales enablers, not just product information.
by Lisa D. Dennis
Copyright © 2002 knowledgence associates
Send mail to: webmaster@knowledgence.com |
 |
