If you have sales people in your organisation, or if you're managing a group of sales people, then today's conversation is certainly for you.
Chris Lowe of Insight 6, has run a national team for many years, and along the way has gained a wealth of experience in areas such as how to get the best from your team, how to recruit effectively, and the best methods of analysing the way in which you yourself fit in to your operations, and whether you can do so more successfully.
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KEY TAKEAWAYS
- Sales Force Effectiveness is best described as a “jigsaw of all the different elements that will impact on the potential outcomes and outputs of a sales team”
- The six key points that any sales team should focus on are:
- Take time to recruit properly
- Train from day one
- Measure the most important inputs and outputs that will impact the business
- Implementation of a selling model
- The role and the development of sales managers
- Temperature - The engagement of the team itself
- Some of the most common mistakes made when recruiting evolve from the fact that companies have not effectively identified the ideal recruit they're looking for.
- Remember that the costs of poor recruitment aren't felt exclusively through the wages you'll spend, but also through the sales you will lose by hiring the wrong person.
- Companies tend to train people about the individual products they sell, instead of developing them as sales people in general, which can have a negative effect on their all-round skill set.
- The key elements of a selling skills model are:
- Preparation - what are the objectives for any sales call? What are the needs that need to be met?
- Rapport building - The intuitive knowledge of the customer's requirements and circumstances
- Identifying needs - Knowing which questions to ask
- Features - Advantages or benefits to the client. Ask the right questions.
- Objection handling - How do you deal with objections?
- Closing - Know when to strike
- Review - What went well? What didn't go well? What have you learned?
- Development sessions lead to a greater knowledge of sales technique, but they also lead to a higher level of camaraderie. People want their team to do better.
- It's all very well to implement new procedures, but make sure that you listen to the voice of the team. Your new implementations may be negatively affecting sales potential. Your team will tell you. Listen.
- Strategy and development should always be considered from the viewpoint of the market. Try to empathise with your sales team, and understand how your new strategies will affect their ability to serve your company well.
BEST MOMENTS
‘A team that you don't trust, will be less likely to tell you what you need to know'
‘When they feel good, they sell well'
‘Experience isn't the most important thing'
'The better prepared someone is, the better their outcome is'
‘You only need a small uplift, but they're getting better and better each time'
VALUABLE RESOURCES
The Business Mastermind Podcast
Chris Lowe LinkedIn - https://www.linkedin.com/in/chrislowe1/?originalSubdomain=uk
chris.lowe@insight6.com
Call Chris Lowe on 07818 015317
ABOUT THE HOST
Gavin Preston
Gavin is an inspirational Speaker, Business Strategist, Business Growth Mentor, Trainer and
high-performance Coach. He works with Business Owners and Entrepreneurs and has a strong track record in creating creative strategies to accelerate the growth of their business. He has helped hundreds of SME business owners and leaders improve their performance and that of their business and a comparable number of executives and employees in blue-chip corporates over the last 20 years.
Gavin's energetic, insightful and yet down to earth and practical talks, workshops and coaching is in demand with high growth business between £250,000 and £30 million revenue and with multi-national organisations at all levels from Board to frontline
Managers. He is an expert in Business Growth Strategies, Peak Performance
Mindset, Persuasion & Engagement, Marketing, Productivity, Leadership
Development, Team Development & Motivation, Leading Change, Stakeholder
Management, Personal Effectiveness and Behavioural Change.
CONTACT METHOD
Gavin Preston Website
Gavin Preston LinkedIn
Gavin Preston YouTube
Gavin Preston Facebook
Gavin Preston Twitter
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