A lot of business owners and sales managers have the wrong ideas about how to get more sales from their salespeople.
Instead of relying on CRM system generated reports, try getting out of the office and making actual sales calls with your sales team.
Radical idea I know, especially in today’s era. Between forecasting, reading reports, generating reports, attending company meetings, three hour lunches, playing fantasy football, and checking smartphone apps, when does a business owner or sales manager have time to make sales calls with their salespeople?
You want more sales right away from your sales team? Then EXPECT MORE and INSPECT MORE.
Get off your butt and actually make sales calls with your sales team. Observe them in action. Make the calls with them, watch what they do, and then instruct them after the call. Do this consistently (that means every month) and you’ll see better performance.
And don’t just rely on CRM-generated reports as your salesperson performance evaluation process. Too many owners and sales managers today read funnel and sales activity reports without actually talking to the salesperson.
Here’s what I want you to do: sit down once a week or once every other week with each member of your sales team. Ask them about each and every project on their sales funnel report. Make notes about what they tell you on each account. Offer ideas to move the account further along in the sales process.
Again, do these reviews consistently and you’ll be amazed by the results. You’ll help people generate better results. You’ll identify poor performance more quickly. You will grow your sales.
Too many owners and managers today would rather buy a better game than work for it. They invest big money in CRM systems and tell themselves the software will drive better results.
It doesn’t work that way.
There is nothing more important to a business than sales. There is nothing more important to a business owner or sales manager than salesperson performance.
Expect more. Inspect More. Get more. That’s a formula for better sales right away.
