With over 30 years of experience as a sales executive in the medical sector and another 10 in restructuring the departments sold the company, John r. Treace's highlights some of the ' afflications ' found commonly affect the sales team.
Distress 1: wasting time sales representatives
Between the afflictions privileged sales team is forcing them to spend time non-sales activities, such as making collections receivable accounts, management of product recalls or report compilation that does not relate directly to the sales process. Managing sales reps often asks not to perform these tasks, but must pay attention before delegating to vendors for them. If you, for example, divert the five percent of the time of a marketing team to manage collections of reviews, is actually reducing the number of feet on the ground of the same quantity — and also the opposite is true. Sometimes you need to assign tasks to non-sales salesmen, but before this is done to control the process of selling a company to determine if he could be assigned elsewhere. You can find many ways to remove unnecessary tasks from the shoulders of the sales team will result in increases in sales that will pay more than for adjustments of duties.
Affliction 2: poor sales meetings
Another affliction of sales team is poor or boring sales meetings. The goal of any meeting should be to increase sales — period. High performance every vendor participating in a meeting will be thinking: "this meeting is making me money, or is my time wasted?" Powerful sellers are self-motivated, and intuitively know if their time is wasted. If it is, sales management is evil and moral. Unnecessary or wasteful meetings also send a clear message that management doesn't know what must be done to increase sales — and no good seller will have confidence in that kind of leadership. The easy way to ensure effective sales meetings is to develop a statement of strategic intent, which includes clear success metrics. This statement will define specific in terms of what needs to be accomplished and the metrics required to determine if objectives during the meeting have been made. It takes a deep understanding of business, the market and competition to write an effective strategic statement of intent, and managers who cannot write their need for a better understanding of the business. The bottom line is that the powerful sales meetings to produce sales and keep morale high.
Affliction 3: poor Strategy
Ineffective marketing strategies or sale will always negatively the sales team, and this is especially true for the sales team of products or services. A player with a small market share that enters a market commodity, without a well-defined strategy and well can be assured of certain death. These types of companies typically say, "is a huge market, and we can grasp some of them," but it is not so simple. The sales team will recognize the ineffectiveness and lose faith in managers that developed it. If players of a sports team lose faith in coaching, the path to win will be difficult, if not impossible; the same is true with the sales team. Don't let the strategy of mediocre or nonexistent cause this lack of faith.
To compound the error, companies often seek special promotions to rescue sagging sales on products that are supported by the strategy of poor or ill-conceived. Special promotions can be very effective, but handlers should never call for unnecessary charge of the light brigade. The sales team on a promotion in support of a poor product or service is a serious tactical error. A successful sales effort depends on good strategy, and companies that fail in this regard seriously handicapping their sales team.
Affliction 4: Capping or reduction of income
Powerful companies have managers who don't get jealous when large salaries go to the sales force. Managers who are resentful of this respond to rising sales income by reducing commissions, capping gains, reducing the territories or removal of products. These are all practices to avoid, how to destroy the morale, which hurt sales. When it is absolutely necessary to cap or reduce earnings to adapt, it must be done carefully. If done carelessly, management will send the message that future earnings for the sales team were limited. Powerful sellers want to harness the efforts of today in greater sales and income for tomorrow. If their commissions are reduced, reduced earnings or territory removed, they will feel like this was taken away, and high performers will quickly search for employment elsewhere.
Affliction 5: favoritism
We all loved in life and that is normal, but playing favorites with individuals on a marketing team is very destructive. Salespeople who work for companies that maintain a level playing field for all. If you select vendors are given extra incentives, special attention, benefits, favors or not others, is sending a clear message that there is a privileged class within the team. This is one of the best ways to diminish the spirit of the team, as do reps spend their time trying to move into that special class and not trying to close sales. Managers can buy the loyalty of a team through the strengthening of a political power base of small within a company. Playing favorites within a sales team can cause problems for all members (even those favoured), but keeping the parity level rewards.
Wasting time, sales meetings, poor strategy, capping income and playing favorites are, with few exceptions, situations should be avoided. They are destructive to the morale and lead to poor performance. Effective managers will be careful to avoid these situations, and smart marketers will bring these practices to the attention of management for the correction.
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