3 Expensive Ways (Worth Every Penny) To Help Your Sales Reps Kill Their Goals

by Shannon F. There are many reasons why sales reps won’t make their goal this year, but it often boils down to time. After all, the more selling activity salespeople can accomplish in the day, the more appointments they can set and the more deals they can close. So not having time-saving processes in place means less activity, fewer appointments…you get the idea. Here are three investments you should make to speed up your sales team and help them surpass their goals this year. 1. New, faster computer. Everyone can recall their first computer–mine was a Compaq Presario the size of a small planet. But while PCs of decades past can be remembered fondly, they have no place on a salesperson’s desk. You’d be surprised how many sales reps are working on outdated machines; it’s a big problem, because slow computers kill productivity. If it takes your sales rep 30 seconds every time they want to log into their CRM or find a prospect on Linkedin, the day will quickly be consumed by wasted minutes. Today, salespeople must work at a frenetic pace to keep up with busy, hard-to-reach prospects. In fact, many reps are so overwhelmed by keeping up with existing clients that they don’t have time to set appointments with prospects and sign new clients. An expenditure of $500-$1000 per sales rep to equip your team with new computers that allow them to work faster is a small investment with a potentially huge return over the lifetime of […]

Do your customers know how well you did?

by Shannon F. You hate to pat yourself on the back, but you went above and beyond on the last project you completed. Self-congratulations only goes so far, anyway. You want your clients to acknowledge that you provided excellent service. Here’s why they won’t: -Your client doesn’t always understand the nuts and bolts of the project, so they may think your job is simpler than it is. -You didn’t want your client to worry, so you didn’t tell them about the complications/roadblocks you encountered and conquered. -Your client doesn’t think they necessarily need to shower you with praise, since they paid you fairly for the job. But here’s why it is important to get your customer to acknowledge how great you are: -You’ll want to build a relationship with them in the event that they need your services again 5 or ten years down the road. Therefore, leaving them completely satisfied (and with a positive impression of you) is in your best interest. -Happy customers can provide testimonials and references that will help you build your image. -Happy customers don’t mind referring you or introducing you to others in their network, helping you grow your business by leaps and bounds. Here’s what you have to do to extract compliments from unwilling customers: -Let your customer know when you went the extra mile. You don’t have to brag about your greatness, but don’t downplay the lengths you took to get the job done. The client won’t appreciate all the little details […]

How not to micromanage

by Shannon F. It may not come as a surprise to you that micromanagers are born out of a shaky economy. When sales are not as good as they could be, managers don’t just blame external forces or poor sales rep performance; they blame themselves. Tough times, an urgent need to drive revenue, and the pinch of desperation are all fairly understandable reasons for tightening the reins and beginning to monitor your sales team’s activity more carefully. But don’t risk going too far; it’s harmful and counterproductive to get too immersed in the daily minutia, and your sales team will resent you for it. Here are some tips for letting go of your need for control. Listen to others. Micromanagers may come off as highly conscientious or even anxious, but at the heart of this personality is a touch of arrogance. If you’re a micromanager, you tend to think you are the only one capable of making the right decision or having a good idea—after all, you are the boss for a reason. But if you’re the only one who does the talking in your sales meetings, you are missing out on a diverse source of ideas and insight. Encourage your team to contribute their suggestions and solutions. You may find that someone has a better way of approaching a sales situation or overcoming an objection. Trust your sales team. Chances are that your team is not comprised entirely of newbies. If you have a group of proven professionals working […]

Are You a Micromanager?

by Shannon F. Being a micromanager, especially in a sales-related field, is the worst. Really. -You’ll sap productivity by limiting initiative and self-sufficiency. -You’ll back up the flow of both ideas and actions, since you insist on having control of every detail. -You’ll drive away great people by not giving them a chance to succeed on their own. -Ultimately, you will fail to maximize the revenue-driving potential of your sales team. -Also, people won’t like you. Check out our fun, useful* flow chart to determine if you—yes, you—are a micromanager. If you receive the bad news that you are (or are in danger of becoming) a micromanager, fear not. Coming next, we’ll tell you how to curb your destructive behavior, encourage sales rep accountability, and boost your team’s morale. *Disclaimer: flow chart may not be fun or useful to everyone.