If the markets hard, go harder...... Time to get your A-Game on with the sales team!
- waynefarran
- Jun 29, 2014
- 2 min read
It seems that the Australian sales markets continue to follow that traditional path of peak/post sales periods.
So what can you do when the market is slow?
Well focus on what I consider to be 5 key points with sales teams when things are slow.
1) Motivation
Yes I know, easier said than done; but in saying this having an un-motivated sales team is a recipe for disaster. When sales people get to continually hear how things are so slow from their customers on a daily basis and in addition see that their sales figures are below their required targets they can quickly become un-motivated, falling into that "Post hoc ergo propter hoc" [after this, therefore because of this] fallacy.
The truth is, in almost every slow market situation, sales are still taking place across your company’s products/services and additionally your competitors. The aim is to make sure that you capture as much as the markets revenue as possible; especially your competitors sales.
From a motivational standpoint; you need to motivate both your sales team and individual sales staff. Open up dialogue about the market as per the above paragraph. Instill faith in them by acknowledging them as a "winning team" and a "professional sales specialist"; this is pivotal in restoring their self-belief.
After all, a simple Sales Person Maxim is: If they think they can or they think they can't, either way their right.
2) ROI
Look where the greatest sales ROI is. Consider short term Vs long term returns along with the sales ROI potential for the various market segments. Also consider the return on individual channels if different to the segments.
3) Keep you sales staff in front of your customers.
In most cases be it B2B or B2C, they both equal H2H; Human to Human.
Keep track of your sales staff, free up as much of their time as you can afford so that they can dedicate the majority of their time soliciting sales from their customer base. Time spent in the office should be minimal, unless it is truly productive; no back-office work unless absolutely required.
4) Potential new sales channels
Typically when times are good sales staff are focused on maximising returns from their existing sales channels. They may have limited time to explore and/or nurture potentially new sales channels. This can be a good time to explore new possibilities.
5) Value-add as opposed to discounts
Let’s face it, if incoming revenue has reduced due to a slow/post sales period it may not be beneficial to further reduce the overall value of a sale due to buying business.
Every customer is different, getting to understand what can add value to a business relationship is important. As an example a simple process of implementing rolling adjustable customer orders may secure monthly sales revenue, and help lock out the opposition.
Good Hunting.
Wayne~
