How was performance for the first half of the year?
Now that we are in 2nd half what does the remainder of the year look like?
Is your sales team on track?
Are your sales people resting on their laurels? Are they selling more products to current customers rather than going out to do the harder work of landing new customers?
Your sales force may not need an overhaul, but if the idea of having a well-developed sales pipeline seems like a pipe dream, it’s time to fix the situation.
All too often companies think that the key is to just hire more sales people.
Focus on how customers prefer to buy. Knowing customer preference can ultimately help you see how many salespeople you need and how best to use them.
I developed a point system with minimum monthly requirements of face-to-face visits, meaningful telephone conversations and other customer contacts (ie: Email, Mail, Corporate social media contact, Etc.)
The point system eventually lead to allowing us to understand that within our industry we could develop a sales person to be at $3million run rate in 24 – 36 months.
We could then predict sales and company growth.
Do you have a tracking system to determine if sales are on track?
Do you have a process and training to keep your sales group on Track?
Want more information? Contact me —