Many of the examples I will be using in this article deal with outside sales people selling to builders, but the principles of selling are universal. Adapt these suggestions to your industry and let us know what worked.
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One of the most important daily questions you can ask a sales person is: Who are you calling on today? The answer to this one question will tell you:
- If your sales person is prospecting for new business.
- If your sales person has planning and time management skills.
- If your sales person is “in a rut.” Look out for repetitive answers!
Just like a coach brings out the best in an athlete, you must bring out the best in your sales force. By the same token, just like a coach points out an athlete’s weaknesses with the intent to improve performance, your criticisms should have the same goal. Until a sales person has reached a certain maturity level, he or she needs you to steer their progress, to make sure he or she is staying “between the ditches.” Quick jerks on the wheel can get you out of one bad situation and then into another, so make sure you don’t over-correct.
