Boosting
the productivity of a sub-standard sales team will involve improving both their
skills and improving their behaviors. Let’s look here at what you can do on the
non-emotional or numbers side to improve sales…what you can do with observation
and data to focus on what will make a difference.
Value selling training experts recommend that you figure out what is going wrong with
the process. Here is how to begin:
- Invest the time to observe. The reps may not be able to tell you what is not working but if you track them closely, you will learn what steps they are missing, what skills they lack or where they do not fit in. By monitoring their activities, you should come up with the critical success factors that work.
- Give them the tools they need. Prescribed scripts for the most common sales scenarios that are causing problems will help them stay on track. Sales activity logs will encourage accountability, transparency and feedback.
- Provide training and follow-up sales performance coaching for those who need it. And wean out the non-producing folks who are not willing to learn as fast as possible in a way that works for your culture.
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