Trying to identify how to enhance sales is something that many business owners and sales managers continuously pursue. And the great thing with that is that there are very clear and practical changes and investments that can be made to increase sales results.
Decrease Sales Staff Turnover
|Sales staff turnover is something that will always exist at some level. The challenge here is that in many sales organizations, there is almost a continuous revolving door with sales people always coming and going.
Turnover in the sales force is one of the most costly factors that can hit a business. Not only is it incredibly expensive to recruit, hire, and train new resources, but there is also a tremendous amount of opportunity cost that can occur from business that is lost or missed due to the turnover.
There are some very clear and practical changes and investments that can be made to drive down sales staff turnover and that is one way to help with how to enhance sales.
Utilize Sales Training
One difference between sales and other business functions is that sales is a skill. It is something that can be learned and something that can be continually developed.
Some companies either spend little time in the area of sales training or they provide some amount of sales training when a new sales resource is hired. The challenge with that is that, in order to achieve how to enhance sales, sales skills need to be continually developed and improved.
Implement Sales Coaching
It can be common to intermingle the terms of sales training, sales coaching, and sales management. And while all are very similar, each is very distinct and serves its own place when driving toward how to enhance sales.
Sales coaching differs from sales training as it is typically delivered one-on-one with sales professionals and usually occurs on a recurring basis. For example, a sales coach may meet with a client for 30 minutes once a week or for an hour once a month.
By implementing and embracing sales coaching, a sales team can have more clarity as to goals, challenges, and direction. Activities like brainstorming, action planning, and progress tracking can have an immediate improvement on sales results.
Augment with Sales Outsourcing
Many businesses have a desire for growth that is more than what the existing sales force can support due to pure scalability challenges. One workaround to that is to augment the existing sales force by using sales outsourcing.
Sales outsourcing is basically partnering with a service provider to get external resources to help with part of the sales cycle. A common area that businesses outsource is the front-end of the sales cycle of lead generation, cold calling, and appointment setting.
Launch Pad Solutions helps businesses to identify how to enhance sales and drive sales growth.
|This article was published on Thursday 16 August, 2012.|
|Back to main topic: Sales Consulting
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