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3 Steps to a More Productive Sales Force

No matter how great your products or services are, if your sales force is not able to sell them like hot cakes in the market, you are not going to see that much desired growth in the top line. You agree on this, right? However, you have not been able to figure out how exactly you can turnaround the usual output of your sales people and make them achieve their targets day after day, week after week, and month after month.

In this article, we will share you insights which will greatly help you understand the challenges your sales force faces every single day and how to help them overcome those challenges and meet (even surpass) their targets and bring company more clients, more business.

Communication is the key

Communicate daily; communicate the minute it is required. Communication can save the team from undue pressure and misunderstanding.

Make sure every team member knows what he/she is expected to do in his/her job role. Make sure they are guided well. Make sure they are motivated and encouraged to test their boundaries and give their very best to win customers.

Training is essential – you just cannot do without it

Even a highly experienced and goal-oriented sales team requires frequent doses of corporate sales training. A customized corporate sales training program often brings about transformational changes in the very attitude of the attendees and makes them learn and apply the best practices in sales.

A quality corporate training program involves a needs diagnostic study, understanding the skills and process gaps, and then developing customized training content.

Training and coaching on modules like essential selling skills, sales and distribution management skills, advanced selling skills, consultative selling skills, etc., form an integral part of the corporate sales training consultancy solutions.

Sales managers need to take charge

There is this old proverb that correctly defines the significance of a sales manager; the saying goes something like this: “As the king, so is the kingdom.” In this context, we can modify the proverb so it reads like, “As the sales manager, so is the sales team.”

Sales managers, especially those who are promoted from the existing sales teams, have to remind themselves time and again that they are no longer the buddies with whom they have worked so far in the same job roles. Now that they have been promoted to the role of sales managers, they have to see that their teams deliver and those who continuously skip their targets are held accountable.

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