Place Minimum Call Requirements On Sales Reps

In part, developing accountability among sales people means putting some minimum number of calls expectations in place. Simply put, sales reps should be expected to make a certain number of calls each week. While selling involves a lot more than making numerous calls, there is a definite correlation in most cases between the number of calls made and sales generated. We find that businesses too often either don't have minimum call requirements or they set the number too low. Establish a minimum that is achievable, but forces the rep to "stretch".

Good Luck & Good Selling!
Russ

Treat Every Customers As If They Are the Only One

Some businesses believe that, because they have many customers, they can deliver a level of service that is unacceptable. This attitude seems to prevail in larger businesses, but can certainly be found in small businesses as well. Every customer should be treated as if they are your only customer. Treating a customer as if they are disposable because they are one of many is a sure-fire way of chasing away good customers. Pay close attention to how your employees are interacting with customers. What kinds of messages are they sending them?

Good Luck & Good Selling!
Russ