While no sales strategy works every time, there are certainly many tried-and-true methodologies. Still, what works for one sales team doesn’t always work for another – but why is that?
If the strategy itself is sound, and has proven to be successful – what makes it work for one office (sales team), while it ultimately fails for another?
The answer doesn’t lie in the sales strategy, itself – it lies in the execution. Regardless of the quality or feasibility of the strategy itself, if your team fails to put it into action (or worse – executes it incorrectly) you won’t experience a lasting impact from its implementation.
The truth of the matter is, many sales managers look to a quick-fix solution when seeking new methods for boosting sales – but few of them pause to take the time to really consider the methodology or reasoning behind the strategy.
Additionally, if your sales manager can’t articulate the importance of action, or why this approach to it is desirable, the likelihood that your sales reps will carry the new approach into the future is virtually nil.
If you’d like to ensure that your newest sales strategy lives beyond inception, and grows to become a successful strategic approach, just follow these important guidelines:
- Communicate your plan. Be sure that your sales team understands what is needed to put your approach into action – and that they have the tools, information, and resources they need to do so. By communicating your sales strategy effectively, you’ll eliminate the false assumptions which might trip you up, in the long run – and ensure that everyone is on the same page!
- Rally your team. After communicating your plan, ask for feedback from your sales reps. They are the ones in the midst of the action, so you’ll need to ensure that they are onboard. Ask for their commitment, let them know that you are available to address concerns, and help them set realistic and achievable goals which align with your sales strategy. By rallying them to the cause, and asking them to support your new focus as a team, you’ll promote its success.
- Measure your results. Create a schedule for monitoring progress, and stick to it. Regular check-ins with your sales team will help them feel supported, and help you measure their results. Hold your team accountable for meeting their sales goals, and provide coaching opportunities for those who may be struggling. By monitoring the implementation and success of your strategy, you’ll gain important insight into its overall impact on your sales.
- Provide appropriate compensation. Sales reps respond best when incentivized, so offer compensation which is commensurate with the strategy, and you’ll find they transition smoothly. Make sure you structure commissions in a way which promotes the adoption of your new sales strategy, and offers tangible rewards to those who perform appropriately.
Though introducing your new sales strategy with these steps may take a bit more time, initially, a careful approach to implementation will save you serious time and effort, in the long run.
By ensuring that your sales team is on board and dedicated to action, you’ll help them launch your plan with the understanding and confidence they need to be successful!
For more information on discovering more selling time, improving your sales strategy, increasing your odds of successful closing – please contact me today: karl.gustafson@SalesFitRx.com | 602-427-2399