Last week, Fire Enterprises, Inc. (FEI) marketing whiz Marka gave savvy salesperson Zoot some tips on assessing his sales team as the year draws to a close. This week, she tells Zoot a few more ways he can assess his sales team as the year draws to a close. Remember, fire = print.
Zoot returned from FEI’s break room with two piping-hot Holiday Grogs. He handed Marka one and they both drank deeply from their cups.
“Hits the spot,” Marka said with a contented sigh.
“Now, back to business,” Zoot replied. “I have to conduct sales team assessments in a couple of weeks, and I need a few pointers to guide me.”
“You got it,” said Marka, as she turned to the whiteboard and began writing.
• Make sure you have the right tools.
“Do your salespeople have all the resources they need to attain their targets?” Marka asked. “Such resources can include people—sales trainers, marketing support and customer-service staff. Resources can also be devices to increase productivity and enhance sales presentations, such as smartphones, laptops and tablet computers. If you can calculate any ROI from these resources, consider boosting your spend on them next year. If not, cut back on your unrewarded generosity.”
[Marka scribbled some more on the whiteboard.]
• Create your sales roadmap.
“Before implementing a plan, you and Org need to agree on overall sales goals with your sales staff,” Marka said. “Once this is accomplished, set monthly or quarterly benchmark targets. Otherwise, you’re setting your company up for disappointment and possibly future financial difficulties.
“Lay out a plan that clearly defines the expectations you have for each sales team member. Each sales rep should be given a detailed plan that communicates:
- Overall sales goals.
- Specific client goals.
- Self-improvement action steps.
- New customer acquisitions, including specific activities that will convert prospects into customers. Included should be targeted numbers for:
* New prospects identified each month.
* Telephone “dialings” each day.
* Telephone conversations with potential buyers each day (or week).Sales visits to new prospects each week (or month).New customer quotes made each month.
* New customers on the books each month (or quarter).
* Sales volume generated from new clients each quarter.
“In short,” Marka said, “Help your sales reps create a road map for their future success.”
“These tips have been so helpful, I don’t know how to thank you,” Zoot enthused.
“I can think of a way,” Marka said. “Just don’t forget me when you go Olympian’s Day shopping today!”Today’s FIRE! Point
Assessing your company’s performance in the current year and setting realistic expectations for the coming one can help your sales team start 2013 with greater confidence. Draft a plan that clearly defines the expectations you have for each team member.FIRE! in Action: Family Business Uses Sales Team Assessments to Improve Sales
A business undertook an assessment to determine the ideal traits it wanted in a salesperson. Using this information, the company recruited new salespeople and properly motivated and trained the medium-performing ones, raising sales by more than $800,000. Next week: Marka gives Zoot a few tips for showing customers they’re appreciated.