How Sales People Get to be More Productive

As a sales manager or a director did you ever wonder why your selling professionals are not meeting quota? Is the ability to create outstanding client value withholding your team from reaching its audacious goals?

There might be a simple answer to this question and it just might shock you! The issue might be you – the manager.

In the last several weeks I am seeing a recurring issue that all sales managers must be aware, accountability is crucial to meeting quota. Managers must know what the leads in the pipeline are. Managers must know whether selling professionals critically understand the difference in a suspect, a prospect and a customer. Not many I recently surveyed clearly do. And, most importantly sales professionals must be held to a specific number of calls, appointments, proposals, conversations etc.

Sales professionals fail when accountability lacks. Selling professionals must have quantifiable goals clearly outlined by management with timeframes. Managers that meet regularly with staff and convey strengths and limitations are exemplars to others. Key Performance Indicators allow representatives to understand where they are and where they need to be. Similar to the GPS that is fully charged, accountability provides a roadmap to the final destination.

Albeit there are some obstacles in the path, accountability allows representatives to circumnavigate around environmental issues that affect the accounts and revenues. Without proper accountability, sales representatives are no different than a sailboat caught in a violent storm with no port in sight.

Create the ray of light that guides selling professionals so that they achieve higher levels of success.

There are seven secrets for selling effectiveness. Click here For a Free Report for the 7 Secrets to Selling Success Drew Stevens is one of the world’s leading authorities on sales and customer service. Drew is the author or the successful sales techniques book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success visit his website www.stevensconsultinggroup.com

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