Most business owners would admit that their sales department could be producing more. Human psychology leads us to believe that the reason for this gap is that we are missing something. It goes something like this; we’ve worked hard to put together a great sales team and given them the tools to be successful, yet we are not crushing it. There must be something we are missing. It would be great if someone would tell us this simple thing we are missing so we could quickly and easily improve our results.
It sounds a little silly to say it that way because nothing in life is that simple; however, it is the way our brains are wired. We are all looking for the easy button.
A much more likely reason the sales department is not performing supremely is a lack of time in certain areas, not a lack of ideas.
There are several proven tactics that will improve the performance of the sales team; however, they all take a talented sales pro with the time to implement them.
For instance, many companies have too few sales meetings simply because there’s no one with the time to invest in regularly scheduled meetings. More importantly, many sales forces get little or no coaching because there’s no one with the time or talent needed to coach. Neither of these tactics involves rocket science or out-of-the-box ideas. What they do involve is a talented team member with the time to execute them.
If you’d like to learn more about adding such a team member on a fractional basis, let’s talk.