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Motivating Your Sales People to be More
Productive
Leveraging sales to your existing customers
How
can you motivate your sales people to be
more productive? Isn’t that what every sales
manager and every business owner would like
to know? Well, if you fall into this
category, then listen up. In order to
motivate your sales people to do anything,
you have to help them. And to help them be
more productive, you have to show them how
they can leverage more sales to your
existing customers. And, to show them how to
do this, you must first find out a few
things about your customers.
Many of the companies I visit with have the
same problem. They don’t know jack about
their customers. All they know is that they
somehow fit into their targeted profile,
which they have only a very high-level
definition of what that is, and that their
sales people somehow knew how to close them.
Another problem they have is even scarier –
they don’t do any follow up after the sale
to try to retain them. In fact, very few
companies actually pay their sales people as
much for selling to existing customers as
they do for acquiring new ones. When it
costs many times more (sometimes up to seven
to 10 times more) to find and sell to a new
customer, you would think a business would
reward their sales people even more for
selling to existing clients since it is
costing them much less. I do understand that
businesses also need to acquire new clients,
so there has to be a balance. But please
don’t be one of those companies that don’t
pay their sales people ANYTHING for selling
to existing customers. At least have a
separate sales team that sells to them,
perhaps even junior sales reps who earn less
because they are farmers instead of hunters.
Not only will this motivate your sales
people, but it will help retain your
customers.
Anyway, back to the topic of finding out
more about your customers....
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More
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Getting to
No
A “No” answer is better than no answer at all
I need
closure. No matter what I’m doing or what
happens in my life, I need to have closure with
it. I hate loose ends. If something goes
unfinished or there’s something that I need to
know that would answer a particular challenge or
goal I’m working on, then I get very
uncomfortable. I feel empty, as if there’s a
hole inside me that needs to be filled. If
someone says they’ll call me, I expect them to
call me, and soon too. If I have an argument
with someone close to me, I need to get beyond
it by settling the issue and making sure
everyone involved is satisfied with the outcome.
This even effects my driving. If I am given
directions to go somewhere and I get lost or
reach my destination another way by accident,
that’s not enough for me. I still need to find
out how to get there given the original
directions. I know, this sounds pretty
obsessive. But that’s just the way I am.
Imagine the effect this little personality trait
has on a sales career. In sales, we are
constantly faced with the dreaded “non-answer”.
We all get delay tactics and brush-offs. We keep
asking for the order and trying to get our
prospects to make a decision, yet they give us
no answer other than, “I have to think it over”
or “We have to wait for the new budget cycle” or
“Our new manager has to get settled into her new
position before we can proceed with this.” For
someone who needs closure, this can be very
frustrating, and it is -- believe me. In fact, I
find this to be the most frustrating part of
selling. Cold calling is a snap for me.
Negotiating is a sport which I thoroughly enjoy.
Asking questions and listening are equally
enjoyable. Handling objections is something that
I accept as a challenge that exercises my
creative juices. But getting no answer at all is
the one thing that stresses me; especially since
it doesn’t give me closure...
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