I have sales people that I know should be doing better, they are well trained but their results fluctuate. I wish I could see what they do day to day with clients!
Should you be the surgeon or the healer?
If you have sales people, one perennial frustration is watching the top sales people of yesterday suddenly begin to flounder. One day they are flying high, the next the sales are down. There is always a reason, re-phrase that, there is always an excuse. Some times it is their excuse and sometimes it is yours. Sometimes they come back up again and sometimes they don’t. Sometimes they stay and more often they leave. The generally accepted blame path is on the individual sales person but is this true, surely it is an employers responsibility to build solid and sustainable buttresses to stop this happening. This factor alone means that companies using sales people often spend a ridiculous amount of time, effort and budget in a constant cycle of acquisition rather than one of retention and growth. And worse of all it never ends.
We know what factors go into making an individual an effective salesperson and one of the most important tools in our arsenal is the infield accompanied sales visits with your salespeople. We observe them with a number of clients and then compile detailed reports with our recommendations. An infield observation report is a valuable management tool that will tell you all you need to know to identify a salespersons strengths and weakness’ and will give you all you need to turn the individual around. The way we go about this makes both the sales person and the prospect relaxed, receptive and experience proves that it actually enhances the sales chance on an accompanied visit.
Collective results always start with an individual.
We have hired, trained, motivated and retained entire sales forces that are still working together after five and six years and that still have no intention of looking to see if the grass might be greener with another company. This we believe is a fundamental shift in running a Salesforce that the value of which cannot be overstated.
©2008 Zenith Direct Services