your,Sales,Force,Farce,The,Ste business, insurance Is your Sales Force a Sales Farce: The 5 Steps to Sales Succ

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Whenwas the last time you purchased a product based on the charm,professionalism, sincerity, and effectiveness of the sales person?These types of sales people are rare, comprising nearly 2% of the“best of the best”, in the selling profession. They are the realforce of their sales organizations. The rest are average sales people– mostly “order takers”, who do not know how to articulatevalue and solve their client’s business problem. And of course,there are sales people that are actually a disgrace to the professionof professional selling, doing precious little. Itis somewhat ironic that organizations spend a considerable portion oftheir earnings in developing a sales force for their businesses butmany do not get proportionate returns. Habituated to working onauto-pilot sales systems, non performing sales people find the goinggets tough when the system doesn’t work in the normal way. Despitehaving an apparently well qualified and experienced sales team aswell as having good sales practices and processes in place,organizations struggle. Their so called sales force actually presenta picture that’s close to a farce. You can avoid this and set yoursales team on a path of success. Hereis how to go about it. 1-Theimportance of sales leadership in an organizationYouneed to have sales heroes in your organization, at least one. Thereshould be one sales hero, a leader that can lead from the front.Sales leaders are master salesmen, experts in timing their salescalls, flawless in their presentations, careful in their choice ofwords, and sensitive to the need of the customers. They do not buckleunder pressure. They also have the capacity to inspire others withtheir hard and intelligent work. Such leadership talents are vitalfor an sales organization thrive and prosper.Theyare ever vigilant and tread on new paths believing in the saying ofAbraham Lincoln, “Thingsmay come to those who wait, but only things left by those whohustle”.2-Letgo of the sales people that should not be in salesSome people arereally not cut out for the sales profession. They don’t believe inhard work, don’t like going out of their way to meet clients anddiscuss their requirements, and are constantly worrying about theirmonthly sales numbers. They participate in salestraining workshopsbut learn little. They don’t like meeting clients and understandingtheir problems. How can they sell? Rememberthat sales is the highest paying hard work and the lowest paying easywork.Thesales profession demands that sales persons should be extroverts andout going people interested in meeting people, solving client’sproblems with one-size-fits-one solutions. They should have healthysense of self and self-esteem. Sales people should exude warmth,friendliness, and an eagerness to offer solutions to the client’sproblems. They also should like their job and the products andservices they are selling. If not they should not be in sales and canutilize their talents in other professions. 3-Motiovationas a key to sales direction and successTheprofession of sales is not a normal 9-5 job with a desk, a personalcomputer, a phone, and a cubicle. In fact, the most productive andhighest paid professional sales reps do ALL non-sales relatedactivities, reports, power point presentations, etc, between 6-8AMand 6-8PM. The sales day, prime selling time of 8AM-5PM is devotedto getting “belly to belly” with decision makers. A decisionmaker is defined as a prospect, not a suspect that has need, desire,financial capacity and authority. If the sales person doesn’tcreate prospects there is no work for him. Unless there are therequired numbers of sales he will not keep his job for long. To keep doingthis 5 days a week all through the year a sales person needsmotivation. When the market conditions are tough and the internalconditions are far from perfect a sales person will require moremotivation than normal to keep going. Some have the knack ofmotivating themselves. Others rely on their sales managers orprofessional motivationalsales trainers. 4-Thesales rep who solves the clients problems and adds value succeedsEachsales person brings his own unique personality traits in to sales.Some are sincere, some are thorough with technical details, othersare helpful with after sales service. Thereare sales people that are good listeners. They listen to the clientthoroughly and understand the client’s problems and offersolutions. By bringing a little effort they add value to the serviceoffered to the client as well as the organization. 5-Successfulsales people like to make moneyTheprofession of sales is a wonderful one where at the one end of thespectrum there lies the possibility of job loss for non performance.At the other end of the spectrum lies the possibility of making agood living, earning respect you’re your clients and peers, andgaining a good reputation among colleagues. Successful sales peopleare driven by the zeal to solve client’s business problems,articulate value and a by-product of that hard work is a healthyincome stream and job security. That’s quite healthy if ethicalpractices are followed to achieve the aims. Checkout if your sales team has the above mentioned characteristics. Ifthe answer is no, find out what is stopping you from incorporatingthem? Save your sales organization from becoming a sales farce andturn them in to a potent sales force.