Sales Management: Week 5 – 21 Disciplines

Week 5 of 21 Disciplines – Demand a guaranteed number of QUALITY sales calls.

Your reps need to be thinking about making quality calls rather than focusing on quantity.  They should not want to leave the office until a certain number of quality calls have been made – meaning getting newly qualified prospects or reaching current prospects and moving them closer to a sale.

There has always been a big debate in sales communities about quantity versus quality in regard to the number of phone calls to be made.  First, this issue needs to be broken down into two job functional areas:

  1. Telemarketing or lead generation. These calls need to be quick and have questions prepared that are designed to qualify a suspect to be turned over to a sales rep based on positive results.  For these types of cold calls, I recommend no more than four or five questions be asked.  If the suspect wants to continue the conversation, that’s a bonus.  But this job really is more of a “throw as much mud at the wall” as you can type of call.  The be better the questions, the better the sales tools, the better the list and the better the telemarketer, will determine how many calls they can make in a day.
  2. Sales reps that can move a new prospect from warm to close, as qualified by the telemarketer. Your sales reps’ number of calls that can be made in a day, week or month, are usually determined by a few criteria:
    – Do they need to make presentations or give demos?
    –  Do they write up their own proposals?
    –  How many existing accounts do they have to manage on a daily basis?
    –  Are they responsible for doing some of their own hunting?
    For your sales reps, you will need to determine a fair and realistic number of calls to be made.  You may need to have two or more sets of numbers, depending on your organization.  I even use goal attainment from the previous month as a way of setting the number of calls required.  (This is actually a very good motivator to make quota!)

I am both a numbers guy and a quality guy.  If your reps practice, drill and rehearse and then add quantity, the sky’s the limit.

part-time sales management

Part-Time Sales Management

Sales Management: Week 4 – 21 Disciplines

Week 4 of 21 – Nurture a desire to be better than the competition.

No mistake about it, the top performing rep is the one who does not like to lose.  You want reps that hate losing to the competition and don’t do well at all with coming in second place.  You must instill the concept that “there is no money for second place in sales.”  Until they embrace this concept, they will never have a sense of urgency that is required for being a top producing sales rep.

I believe most of a person’s competitive nature comes naturally.  However, there things you can do to enhance that competitive spirit.

  • Ring the bell! I love having a sales bell in the office.  When a sales rep makes a sale, they get to ring the bell.  I know it sounds corny or even immature, but it works.  Everyone wants to ring that bell.  And they want to ring it loud.  It is almost like yelling, hey, look at me. Your sales reps may work a bit harder and more competitively for the chance to make some noise in front of everyone.
  • Loudly and publicly praise and glorify others’ success. Everyone wants to be acknowledged and praised in front of others.  Send out emails and announce in team meetings, how well the sales rep who is closing more business, is doing.  Envy can be a great motivator.
  • Sales contests are great for developing internal competition. First, the prize needs to be something everyone wants.  (You usually can’t go wrong with money, but there are lots of other prizes.)  Make sure the rules are published, clear and not debatable.  If you fudge something in a contest such as allowing an order to count five minutes after the contest ends, you will lose all credibility.

Side note:  Winning and competitive attitudes are great to have from your sales reps, as long as they don’t point those fangs at their colleagues.  Yes, you can and should have internal sales contests.  However, efforts at winning the real prize must be directed at the prospect and the competition.

part-time sales management

Part-Time Sales Management

Fractional Sales Management – Do I need it?

Do I need Fractional Sales Management? 

If you’re a small to mid-sized business, who keeps a keen eye on expenses, but wants grow sales, Fractional Sales Management (sometimes called a Part-Time Sales Manager) may work for you.  Ask yourself the following questions:

  1. What’s working great?
  2. What needs to be tweaked?
  3. What’s not working so well?
  4. What’s broken?
  5. What needs to stop being done, if anything?
  6. What needs to start being done?

Then ask:

  • If you’re too busy or there is nobody in sales management to address these issues.
  • Is it costing you money by not addressing the issues that need to be tweaked, fixed or stopped.
  • Are you missing opportunities because you’re not starting what needs to start happening.
  • If you’re losing deals because of any of these issues.

If you answer yes to any of these questions, look at bringing on a Fractional Sales Manager (FSM).  A good, experienced FSM with a structured and detailed plan, will get as much done in half the time, as a less experienced full-time sales manager.  And it should cost you less.  Your FSM should be able to help with:

  • Sales Process Improvement
  • Sales Training
  • Sales Coaching
  • Creating Sales Playbooks
  • Writing Sales Scripts
  • CRM Optimization – Cadences
  • Sales Interview Help
  • Email Campaigns

Fill out the form below to get a copy of my Sales Playbook starter.  Then, let’s have a discussion to see if a Fractional Sales Manager can work for you.  I will also provide a quote so you know exactly what the cost will be.

sales training

Fractional Sales Management