The economic downturn is a reality; but with a focused sales
approach, you have a unique opportunity to gain market share and remain
profitable. These turbulent economic and market conditions are creating an
ideal environment for business leaders committed to creating a more focused
sales approach, maximizing their return on investment and capturing market
opportunities.
Leaders know that the key to thriving during these times is
designing a disciplined sales force based on well thought out sales strategies,
mindsets, and processes. When the best option to strengthening your sales team
is to restructure a sales organization, you must draw on the power of personal
discipline to make objective decisions.
SALES STRATEGIES
Be diligent in defining your sales strategies and aligning
each member of the sales team to those strategies. Don’t waste time and
resources guessing if you’re making the right decisions. We’ve identified 19
different aspects about sales strategies that are core as you hire, coach and
direct your sales team. An objective assessment is the most effective way to
learn which sales people will generate revenue based on your strategic
objectives. In these economic conditions, you can only afford to retain
salespeople who will successfully sell your product or service in your target
market with your pricing strategy.
Evaluate each salesperson you currently employ to determine
who can be successful in your selling environment, which can be trained and
coached to be successful, and who will only tie up your resources without a
positive return if retained. Your profile, based on these 19 variations, should
over lay all hire/fire decisions.
SALES MINDSET
For example, the motto of one of my clients is, “Adversity
nurtures creativity.” He knows that leaders set the pace and the tone of a
company. You are being observed by your staff all of the time. They take their
cues on how to think, feel and act from you.