Tag: sales forecasting

Help Your Sales People Deliver Better Results

We’re getting business in, but I wonder how much more are we leaving on the table. We could be out in the field more to drive training with sales reps and managers. We’re struggling to put together sales rep training manual into a form that we can actually use to train people with. Once that’s built then I have to figure out who should be doing the training, and how to get it done efficiently and cost effectively. I’m not sure what the best way is to increase sales efforts by our sales team, and training for our sales people.

Thoughts of the Day: Training sales people to maximize their results is a smart place to start when looking at how to maximize your sales team. Creating a set of sales materials to conduct and reinforce training will help you be consistent when you’re training existing and new sales reps. A good place to start would be assess the needs of various people in the field, as they’re probably not all at the same stage of development. Work smarter, not harder – look for tools that already exist on the market and build on them. Be sure to measure before and after results to see what produces the best results.

Building a Sales Plan

We’ve never had a sales plan – a planned out way to get leads and work the leads. What should we use as a template? How can we make sure the plan works?

Thoughts of the Day: Most small businesses are light on written plans, and that can get in the way of producing consistent results. Mapping out your sales strategy and tactics gives you and your employees a roadmap to follow. Consistency in approach allows you to measure what’s working and identify what needs tweaking. Knowing how one stage relates to another helps you forecast what it will take to get the results you want.

Turning leads into closes

“Lots of activities but not enough closes. Lots of leads, just have to light a fire to get going faster to turn leads into work. How do we do that?”

Thoughts of the Day: Good news is you have opportunities coming in the door. Should you be closing the leads you have in front of you? Do you understand your clients’ needs, and how well are you doing at conveying that understanding? Is this the right time for your client to buy, and what can you do about adjusting the timing?

What’s in the Pipeline

  Can’t give you specific numbers on what’s in our pipeline. Don’t know how that relates to what we need for business in order to be healthy. Seems too complicated to try and put it all together. Thoughts of…

Building a Sales Team

  We need to grow sales, which means increasing the number of people we have calling on potential business opportunities. Unfortunately we can’t get people to come in to interview for sales positions. How are we going to grow…