Follow this Process to Prepare Your Sales Team for Success
Manage your sales team to adhere to a disciplined, defined sales process all day, and as soon as they start the day. Here's how:
Set daily, weekly, and monthly activity goals for each individual sales person, plus the overall team
Activity goals should lead to achieving specific objectives like sales or appointments made
Track activity goals daily, weekly, monthly or by whatever time period you determine useful
Celebrate successes in achieving activity goals
Coach salespeople who fall short of achieving these goals with direction to get on track. Be positive
More Sales Strategy Advice
Some popular activity goals include: number of telephone dials, telephone contacts made with a decision maker, phone presentations, appointments scheduled, meetings attended, presentations, closes, and follow up work.
Make sure the sales force uses a CRM system and captures all their activity so that they (and you) can track their activity and potentially create a forecast. Contact us for some FREE ADVICE anytime.
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