Monthly Archives: April 2017

Things you should expect from your sales team

Things you should expect from your sales team

Members of your sales team are not just bunch of employees working to add revenue to your company. They are the voice of your company. The outside world analyzes the level of quality that your organization can offer by communicating with them.

It is obvious to have some expectations from your team when it comes to their performance. Here are some vital things you must expect from the members of your team.

Investment

It goes without saying every team member must stay with your organization for a long duration. But this is not the only investment one can expect from sales team. Learning about the products comprehensively, associating with other members, and adapting as per your methods are also essential forms of investment. If someone is not willing to do all these things, the chances are that he or she is seeking another opportunity.

Ideas

As your team members stay in the field for most of the team, they have better insights on current trends, client behavior, and competitors. Therefore, they are in position to help you with the market intelligence.

Adaptability

It is obvious that circumstances or objectives of an organization modify with changing time. A professional must be ready to adapt as per the changing scenario. If he or she resists change, then it is the sign that the employee is focusing on retaining his/her status quo rather than giving importance the company’s goals.

Last, but not the least, honesty is an innate quality that you must expect from your team. Once you realize that your team possesses all the features discussed above, it is time to invest in improving their skills. You can use the services of Sam Manfer for this purpose. Sam is a leading and popular sales coach, consultant and sales trainer. From C-Suite training to sales management, he is an expert of all aspects of B2B for most industries and geographies.

Signs that you are selling to the wrong people

Signs that you are selling to the wrong people

If you are confused on why you are not achieving targets in spite of a great product and a skilled team, the chances are you are selling at the wrong level.

Large Account Retetion
Large Account Retetion

Here we have listed some signs to show that it is the time to start seeking the C-Suite and other powerful influencers.

The target lacks required budget

There might be a possibility that the target clients have a capping-related to the expenses for their organization. If the price is exceeding the budget, the prospects will resist pursuing the product.   However, the C-levels create budgets, modify budgets and can re-assign budget dollars from one area to another, if they feel your proposal has merit in their eyes.

Your solution is not a priority

The basis of selling is solving a challenge that a prospect faces. If your product or service, in spite of being novel, is not helping a client solving his/her issues, then your product is no good to them.  However, many low level people have more than enough to do and/or don’t want to take on the effort and risk of doing something different.  Top people look at this differently.  So be very careful about whose priority it doesn’t match?

Communication issues

If you are selling at the lower levels, these people do not usually speak the language of the top people.  They say things like “price is too high,” “no budget,” “too difficult to change,” and more.  Therefore communications need to be at the top.  This is not to say you only communicate at the top. But, if you listen to only the subordinates, you really won’t know what’s truth and what’s fiction.

The target does not have the authority

Many a subordinate and committee will tell you they are the final authority.  It’s just not true.  Yet, the real ultimate buyer may very disguised and shielded. Trying to sell only to someone who is not authorized to purchase the products/service is the biggest mistake a sales person can make.

Conclusion: You can seek the necessary knowledge from  C-Level Selling training seminars that can help you overcome these hurdles. This way, you can achieve success faster and easier.