Sales Culture: Why It’s Important And How You Should Shape It: Part Two Of Two

Sales Culture 2A sales management team needs to get the entire company behind the sales team, as these individuals are what drives the company’s revenue stream and promotes growth through the acquisition of new business.

Fostering a sales culture is the primary way that the business will expand and gain new revenue. Everyone at the company needs to get on board and supply these representatives with exactly what they need, according to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm. Continue reading

Sales Culture: Why It’s Important And How You Should Shape It: Part One Of Two

Sales CultureRegardless of the product or service that a business offers, selling this asset is the most important part of generating revenue for the company.

A sales management team needs to emphasize the importance of their department within the company, and define their role through the establishment of a culture that revolves around generating more business.

Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, defines a sales culture as a mindset that an organization has in order to place an emphasis on selling. This needs to outline how the sustainability of a business is based on driving revenue through the representatives. Continue reading

Have You Forgotten How To Cold Call And Network?

Cold Call and NetworkThe business world has evolved significantly in the past 15 years, as many older methods have been replaced by advancements in modern technology or a completely new industry that has arisen to fill a need.

A sales management team needs to utilize modern technology, but remember that some of the more traditional methods are still effective for any business.

Cold calling and networking have always been something that salespeople have disregarded or loathed, and in the modern business environment representatives will often skip these approaches in favor of an internet-based method, according to Heather Kivett, President of Resolution Systems, Inc., a sales training and consulting firm. Continue reading

How To Generate Leads And Referrals From Existing Clients

Generate leads from existing clientsIn every relationship there is a way for both parties to benefit from the other individual. The world of business, especially in sales, is no different.

A sales management team should teach their employees to use their relationships with clients as a leveraging point for obtaining leads and referrals for potential new business. Having a reference from a fellow professional is one of the easier ways to bypass the formalities that exist between salespeople and customers. Continue reading

How To Manage Disruptive Representatives: Part Two

Disruptive RepsEmployees may become difficult to manage over the course of their employment for a variety of reasons, but it is still important for these salespeople to realize that they are in fact a subordinate to the executive team.

A sales management team needs to flex their muscles once in a while to show that they are in charge and have control over the company. Representatives need to respect their superiors in order for the entire system to work.

Managers also need to realize that a possible reason that employees are acting out could have to do with their style of leadership. Weak management can lead to workers becoming disruptive and disrespectful, according to Drea Douglass, a certified assessment consultant. Continue reading

Locking Down Prospects During Initial Correspondence

Locking Down ProspectsThe first conversation between a representative and a potential client can be one of the determining factors as to whether business is secured and if a transaction is at all possible in the future of the relationship.

A sales management team needs to teach their representatives that the initial conversation could play a significant role in the development of a positive sales relationship. While the first correspondence is important, managers need to note that a good rep will be able to salvage the account even if it doesn’t start off on the right foot. Continue reading

How To Offer Customers A Discount

Offer a discountMany companies have been affected by the current state of the economy and the lack of revenue that may be a direct result of this. Representatives often find these times difficult to find new business and want to offer the product or service at a discounted rate.

A sales management team needs to decide if it is possible for the company to offer its product or service at a lower cost while still generating a significant amount of money through the transaction.

Managers need to realize that the concept of a discount depends on how you structure the deal. Continue reading

Following Up With Reluctant Prospects

Follow up with reluctant customersPotential customers will not always turn out to be clients, as many times in sales the other company will simply not need the specific product or service because of financial restraint or because they do not feel it is relevant to their businesses.

A sales management team may decide to leave these potential customers alone, as the resources that would be necessary to use in securing their business could be a deterrent. However, if a possible buyer is on the fence, a significant push from a representative can close the sale. Continue reading

How To Utilize Video And Multimedia In Recruiting New Customers

Utilize Viedeo and MultimediaCompanies need to adjust to the changing times by adopting the technologies that are available and utilizing these advancements in a way that will generate more revenue and help to attract more business.

A sales management team needs to use technology to help generate more sales, as its representatives could benefit from an online video that brings potential clients to them, minimizing the resources that are used to bring in customers. Continue reading

Finding The Best Talent: Tips For Hiring Top Salespeople

Finding The Best TalentThough the current economy has left a significant amount of qualified individuals without work, it may be harder than originally thought for managers to lock down the top talent.

A sales management team needs to realize that although there is a shortage of job opportunities, this will not guarantee that each business will be able to attract the top available talent to work at their company.

Companies need to always be looking for the top talent, as hiring is not limited to the time when the business is in a pinch and there is a spot to fill, according to Heather Kivett, President of Resolution Systems, Inc., a sales training and consulting firm. Continue reading