Focus On Numbers and Relationships

Often times sales people do not do an effective job of generating enough sales calls and/or developing relationships. Selling, in its simplest form can be broken down into these two elements. If sales personnel fail to call on enough prospects, there is little chance for sufficient growth. And if they fail to work hard on developing strong relationships with customers, there is little chance of any sort of loyalty from the customer base. It is important to focus on and manage the number of calls being made as well as the development of strong, long-term relationships.

Good Luck & Good Selling!
Russ

Sales People Must Be Directed

Too many sales representatives are left to "manage" their own efforts. It is critical that sales efforts be directed and that very clear expectations and goals be established for sales personnel. We observe far too many sales people "doing their own thing" and determining how they will best attack their assigned territories. In too many cases, there is little or no organization, limited calls being made on prospects and too much time being spent in the "comfort zone" of existing customers. It is vital to establish call requirements, sales and gross profit requirements, territory coverage expectations and methodology in terms of selling techniques (aka selling skills).

Good Luck & Good Selling!
Russ