HARDISON’S TIPS – JANUARY 12, 2021- IS YOUR SALES TEAM READY FOR 2021?
If you haven’t made adjustments in your selling tactics in 2020, don’t wait any longer! Now is the time to adjust and prepare for the upcoming year. We continue to be optimistic about the economy and know that those that are planning in advance are ahead of the sales game and will thrive in 2021. Be ready, the New Year is right around the corner! 2020 was full of surprises and disappointments, but also offered many people opportunity, as they adjusted their business and focused on what they could control. These are difficult times and it calls for a strong tactical plan for the New Year.
10 Questions to ask your Sales & Marketing Managers before the Year Begins.
- Is your Ideal Client Profile properly defined?
- Does the Market need your product or service?
- Have you established a Sales Training Program?
- Do you have a Winning Sales Strategy?
- Is your Selling Process Defined?
- Is your Sales Support Structure in Place?
- Do you have the Right People on your Sales Team?
- Are your Sales Goals Aligned with the Corporate Goals?
- Are you doing what’s necessary to keep your existing clients?
- Have you implemented a sales training program aligned with your sales strategy?
- Is your Ideal Client Profile (ICP) Properly Defined? Defining or profiling your organizations ideal client is extremely important to ensure focus and
consistency. By defining your target, sales people can have a laser-like direction in pursuing new business and managers know what is good business and bad business. In down economic times, taking on business is important but taking good business is more important. Many companies in an effort to survive deviate from their targets, this may work in the short run, but without a focus, sales people may drift away from profitable business or management may take too many risks in trying to achieve growth. Stay within your profile, the company and your sales people will find success much more rewarding.
- Does the Market need your product or service? Over the years we’ve been approached by many entrepreneurs knowing they had the best idea ever. Some ideas do seem to be great, but others are just too advanced for the average user to understand. Many ideas are strong but the application to the targeted market wouldn’t bear fruit. Even if you’ve been in business for years, you must evaluate your position in the market. You must know if your customers still demand your product or has the competition grown beyond your capabilities.
- Have you established a Sales Training Program? Sales Training programs need to develop consistency throughout the sales team. Each sales professional typically has nuances that make them successful, which I would never change, but delivering the message consistently and touching all the key points in the sales process is essential. Sales training should reinforce the positives and work towards strengthening their weaknesses. Focus on specific areas of concern, then make immediate corrective actions so bad habits don’t formulate. Even the top sales professionals should welcome new ideas and look forward to gaining tips and ideas to win new business. Use your top sales people as guides to help your underperforming reps. Remember training is a lifetime event, not a weekend seminar!