A motivated sales staff is critical to the success of your company. The relationships they build with your clients and customers create the foundation of your organization — not just in terms of individual sales, but also your overall reputation and growth. Lackluster salespeople slowly erode at that foundation, making it harder to hit goals and move into new markets.
There are many different ways to motivate a sales team. Some companies use quota programs with bonuses and other financial rewards. Others go the “fun” route with contests, trips, tickets, dinners and other innovative rewards. But sales professionals need more than gift cards or event tickets; they want to succeed in their chosen profession by climbing up the ladder.
You also need to keep in mind that not all employees are motivated by the same things. Develop top performers by combining different rewards that will keep all of your staff motivated.
Cold, hard cash is a tried and true motivator. Many sales teams hold weekly, monthly and quarterly contests on both the individual and team levels. You can set the parameters to fit your
Sales are the lifeblood of any company: No matter how fantastic your product or service is, if customers or clients are not purchasing it, it might as well not exist. That’s why crafting an effective sales pitch is so critical for business growth.
Bob Circosta, the original host of the Home Shopping Network and television’s “Billion Dollar Man,” knows a lot about what it takes to close a sale. It’s not about giving a rundown of the facts and features of your product — it’s about communicating the ways in which it can help the buyer, he said.
“Stop thinking of it just from the perspective of what you have,” Circosta told Business News Daily. “Think about what it will do for others. You need to take your elevator pitch and transcend it … to other people’s perspective [and] solve their problems.”
Circosta advised approaching sales from a helping perspective. Instead of putting pressure on yourself to make the sale, just focus on what the product means to the buyer, he said.
“If [sales reps] focus on how to communicate effectively and help the person, it
Most small business owners know the importance of a business plan, which outlines your company’s course for success. One crucial element of that plan is your marketing strategy.
Because this strategy is buried in the larger business plan, many small business owners may not give marketing the time, research and attention it deserves, assuming that they know their customer base and how to reach them. But an in-depth and detailed approach to laying out your marketing strategy can reveal opportunities from a new audience or potential product line, pitfalls in pricing, competition reaction, and potential reach.
At its most basic, a marketing plan describes who your customers are, where they get information and how you are going to reach them. Robert J. Thomas, a marketing professor at the McDonough School of Business at Georgetown University, said the development of a marketing plan requires that you complete four specific tasks:
1. Develop a very clear and focused insight into why a potential customer would use your business. More specifically, figure out the core need that your product or service will meet. Is it to help your customers get through the day more