Posted: July 13, 2012
Rate your sales team
If they're not producing, it's time for a changeBy Gary Harvey
Attention business owners, CEOs, presidents and senior management. We just finished the first six months of the year. Is your sales team producing at your expectations? Or if they are, have you asked yourself why they are not producing even more?
Here are some questions to ask yourself about your sales team that might help.
RATE YOUR SALES TEAM
Fill in the blanks with one of the following:
Some (of the salespeople)
None (of the salespeople)
My salespeople have goals and a plan for making them happen – and I am aware of these goals and how they translate to their productivity in sales. __________.
My salespeople are effective at prospecting for new business and get in front of enough new potential customers. __________.
My salespeople have no trouble getting past secretary/receptionists to speak with the decision-makers. __________.
My salespeople have too much need for people to like them and approve of the way they do things. __________.
My salespeople get enough referrals and introductions to minimize, or eliminate, cold calling. __________.
My salespeople are reluctant to disqualify a prospect before investing so much time that they cannot let go. __________.
My salespeople are comfortable talking about money and budgets with prospective customers. __________.
My salespeople are not able to uphold profit margins. __________
My salespeople are willing to take “think it over,” “get back to me,” and/or “we’ll let you know,” instead of getting a “yes” or a “no”__________.
My salespeople are consistent, and I can rely on them to reach my vision for the company. __________.
If you’re not pleased with the answers you gave about your sales team, maybe it’s time to act! Maybe it’s time as a leader to acknowledge this and then ask yourself, “Am I willing to admit it and do something about it, now?”
Brand new clients often say to me, "I wish I had stronger salespeople selling for us." My response is, “Change the sales culture you created in the first place, and people who don't produce at the least acceptable level must be let go."
Don’t let salespeople that aren’t producing create your future revenue . Maybe it’s time to find out: Can someone out there help me and my team be better? What’s better? Most company owners would answer in one way: Increased sales from my team.
Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or firstname.lastname@example.org.