If You Want to sell Value - Keep the Focus Where It Belongs

The purpose of a sales team is to create revenue by adding value to their customers.

A very simple and seemingly obvious statement…but many sales managers get caught up in the daily routine and neglect to keep the focus where it belongs.

Here are two traps to avoid so you do not undermine the performance of your sales team.

1. Meetings without purpose. Just holding sales meetings because the regular time has been set aside is pointless. Remember what you are charged to do—inspire your team to increase revenue. Meet only when there’s a legitimate need for the team to gather together.
   
   
2. Too much paperwork. A certain number of reports are necessary, of course, to track sales and plan resources appropriately. However, if you overload your team with reporting data, their efforts are not being spent where they should. Reduce the paperwork and return them to their primary job—selling.