Selling the deal beyond the pitch
Get staff on board with these easy sales tips, writes Cara Jenkin
SALES staff need to know the difference between holding effective sales conversations with clients and managing a sales territory or portfolio.
Sales, marketing and leadership consultant Troy Forrest, principal of 42 Mighty Businesses, says outbound sales roles require discipline to find, partner with and serve clients beyond the pitch.
He provides tips on how to make the most of a sales relationship:
KNOW your numbers. ‘‘ Whether your business focuses on full-year revenue targets, monthly profit goals, weekly order value or daily call rates, you can’t make good activity choices without keeping abreast of your desired and actual measures,’’ Forrest says.
WORK out where to fish. ‘‘ A prospect or client list is vital to mapping out a sales activity schedule,’’ he says.
‘‘( There are computer) sys- tems (that) can help you remember who you should be spending time with but only if you update them accurately, frequently, and that you actually use the information for your next call efforts.’’
PRIORITISE your activity. ‘‘ Rank prospects and clients according to the sales opportunity (immediate or future), ease of retention or conversion or their importance as a market influencer, then plan your days accordingly,’’ he says.
‘‘ Many a well-intentioned sales rep bombed because they poured their efforts into small leaky baskets.’’
INVEST in pre-call and post-call efforts by spending time each day mapping out what you aim to achieve.
‘‘ What you’ll ask and show in sales calls is a proven sales discipline,’’ he says.
‘‘ Sequestering a small amount of time each day to carry out all follow-ups is simple but sadly rare.’’