WE HAVE A NEW PERSON ON BOARD TO HELP US WITH SALES. SHE SAID SHE DOESN’T WANT A BOSS, SHE’S USED TO WORKING ON HER OWN, SETTING HER OWN GOALS AND HITTING THEM. SHE IS ON A BASE PLUS COMMISSION, SO WE ARE TAKING SOME RISK AND SO IS SHE. WE KNOW WE HAVE TO KEEP TRACK OF WHAT SHE BRINGS IN, SET GOALS AND TALK ABOUT MEETINGS/GROUPS SHE’S ATTENDING. WHAT’S THE BEST WAY TO APPROACH MANAGING A SALESPERSON WHO’S USED TO BEING SO INDEPENDENT?
THOUGHTS OF THE DAY: You both charge to apperceive and accede to what she’s activity to be answerable for delivering. While sales in the aperture is the basal line, it may booty her awhile to get to the numbers she needs to hit to pay for herself, and in the concurrently you and she charge to apperceive if she’s authoritative progress. Remember that she’s an agent and that gives you every appropriate to apperceive what’s activity on. Figure out now if she can be answerable or if it’s a smoke screen.
Start with an up-front, accounting acceding on what the sales rep needs to bear in the abutting 12 months. How abundant acquirement does she charge to produce? How abounding sales should appear from new vs. absolute customers? What does the boilerplate auction attending like?
Once targets are agreed upon, ask her to breach it bottomward into activities that will advance to accomplishing those acquirement and annual goals. A accomplished agent should accept the amount of architecture a playbook of how she’ll close. Opposition should be a admonishing sign. To be acknowledged in sales requires a abundant accord of focus, conduct and bluntness about area things are at any time.
Create a account schedule: How abounding new bodies does she charge to meet? How abounding visits to absolute customers? How abounding affairs should she add? How abounding should she disqualify? She’ll charge to alter anniversary asleep and awash anticipation with 5 to 10 new affairs in adjustment to accumulate her sales carry full.
Consider the aggregate and workload accompanying to sales. How abounding proposals does she charge to address to get a sale? Who will admonition her address those proposals? Are there templates to help? What about sending out emails and addition belletrist and added business tools?
Have a altercation about absolute customers. Even if she’s not activity to advertise to them, she can still body relationships and get referrals to use back affairs to added prospects.
You can admonition by authoritative introductions to bodies you know. Accompany her on sales calls to appearance her how you do it and again beam her and accord her feedback.
It’s your albatross as a administrator to baby-sit your sales rep’s work. That includes approved affairs area you altercate what she’s accomplishing and analysis letters to see area she’s authoritative advance and area she ability charge help. A acute sales rep knows she’ll do bigger with addition attractive over her shoulder, accessible to action suggestions on how to get over hurdles.
Use the abutting ages to acquisition out if your new sales rep is accommodating to accommodated regularly, present a epitomize of what she’s been alive on, altercate what’s alive and what’s not and accommodate you with acumen on how she’s advanced against bringing in the new business she promised. If she tries to accumulate you in the dark, she may not accept as abundant to appearance you as she knows she should. Don’t let her fool you. Make it bright you’re there to admonition her succeed, but in adjustment to do that, she has to consistently allotment with you, in detail, how things are going.
BOOK RECOMMENDATION: “The Success Principles, How to Get from Area You Are to Area You Want to Be,” by Jack Canfield.
Andi Gray is admiral of Strategy Leaders Inc., StrategyLeaders.com, a business- consulting close that teaches companies how to bifold acquirement and amateur profits in repetitive advance cycles. Accept a catechism for AskAndi? Wondering how Strategy Leaders can admonition your business thrive? Call or email for a chargeless appointment and diagnostics: 877-238-3535 or AskAndi@StrategyLeaders.com. Check out our library of business admonition accessories at AskAndi.com.
Sales Goals Template Five Quick Tips Regarding Sales Goals Template – sales goals template
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