What’s the formula for success in a sales department? Are good leaders born or made? And what exactly characterizes a sales leader?
Being a top sales rep does not automatically qualify you for a management position. You'll quickly learn that a sharp cracking of the whip won’t magically increase your sales figures, nor will it help earn you respect amongst your peers; what may have worked for you isn’t necessarily applicable to your whole team. However, that’s not to say you can’t find a way. Whether you have recently found yourself in a managerial position, or are simply looking to improve upon what you already know, here are a few qualities found in every (scratch that, most) good sales managers.
While you’re sipping your first coffee of the day, here’s some reading that might well change the way you sell. These 30 facts and figures on sales will help you better plan cold call and email prospection campaigns, boost your presentations and improve a whole host of other sales-related tasks.
Do a quick test to see how you fare against the sales lessons below. If you’ve identified weak points in the way your sales team operates, now’s the time to start transforming them into strengths.
It’s Monday morning. You call a meeting of your sales team to plan the week’s activities. On the agenda: a presentation at a major event in your sector, a meeting with product managers to find out the latest product improvements (and agree how to communicate them), a final meeting with an expert on consultative sales, a review of the newsletter and a look at which contacts to call… In other words, an extensive list of pretty important tasks.
But if you don’t start the meeting by looking at the current status of sales, you can forget the whole agenda. What fuels the sales department are concrete, valid facts about what’s happening in the sales funnel – facts that can be compared, contrasted and analysed.
If you want to grow your sales, you, the sales manager – and your team – need to know 3 key sales metrics:
What makes a company excel at selling? An essential element is the value it places on CRM and marketing automation. And on knowing how to deploy them together.
By joining forces, the sales team and marketing department can use their respective marketing tools to provide an exemplary customer service – and increase profits.
It’s a fact. Mobile technology significantly improves the quality of field sales management. Tablets and smartphones are becoming essential tools for sales forces that want to excel by closing more deals - and increase profitability. Mobile-based technology, used effectively, helps you perfect conversations with your customers on a daily basis, and automate a large part of your sales activity.
There’s an art to making a highly effective sales presentation.
It all boils down to two key elements. Content. And delivery. Get both of these right, and you stand a much better chance of making that sale.
The content of your sales pitch is a reflection of your company’s professionalism. It has to be impeccable and easy to understand if it’s going to help you sell your product. And to successfully deliver that great content, you need to capture your prospect’s attention from beginning to end.
The following 7 steps show you how.
Think for a second about the day-to-day work of your sales team… Which words spring to mind? Challenging? Problematic? Gratifying? And what are the universal principles behind the science of persuasion?
Forget for one moment your phone and email. Imagine that today you have no meetings with customers or colleagues. Don’t put your feet up though… because despite these somewhat unusual circumstances, you’re still communicating more than ever. Your company’s various social profiles are continuing to project your image - and provide insight into the work that lies behind it.
Are you prepared for the unexpected? As well prepped as you are for a sales call, there’s always a chance something unplanned could happen to knock your confidence - and block your capacity to sell.