Edit ModuleShow Tags

Rate your sales team


Published:

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: 

All (salespeople)

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.

Edit Module
Gary Harvey

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 gary.harvey@sandler.com.

 

Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

Millennials -- How will you be able to retire?

Here’s the good news: if you start saving now, you will more than likely have more money in retirement than the generation right in front of you, Generation X, who are busy playing catch up. Here are some goals to strive for to help you achieve a better financial future than you may have anticipated. Even implementing a few of these items will go a long way towards securing a strong retirement.

Do you default to central control?

My advice on whether the nexus of control should be at the “federal” level (the corporate office) or the “state” level (the individual unit or the shop floor) is that there’s no one right answer in business.

First Western Trust adds a president to its team

First Western Trust has named Suzanne Stratman president of its Denver office, responsible for all aspects of client relationship management and retention.
Edit ModuleShow Tags

Thanks for contributing to our community-- please keep your comments in good taste and appropriate for our business professional readers.

Add your comment: