There are many ways your staff can add to profits by generating leads but many representatives are so used to running company leads, they walk past opportunities to generate sales. Many ignore management requests to prospect. Getting these extra opportunities is one of the goals of good sales management as these leads cost the company nothing and can add significantly to income.
Each industry and type of selling is different but your staff should be contributing significantly to your profits by generating leads. Here are a few basic techniques that will increase income significantly with proper sales management. Use these simple techniques to focus your staff on creating leads and sales every day.
Calling On Neighbors
One very easy change to your corporate culture that reflects good sales management is making it mandatory to call on neighbors. Every time a member of your team makes a call on a customer, they should call on neighbors. These techniques work in the consumer and in the business world. Everyone and every company has neighbors. Good sales management might require each representative to talk with three neighbors on every visit to a customer. This sales management techniques turns one appointment into possibly three. Set numbers that must be achieved such as one appointment per 10 neighbors called on. This one technique will increase the number of presentations your staff performs each and every week with no cost for advertising. This will only work if the sales manager insists on receiving the three names, addresses and phone numbers called on as part of every visit report and if they keep track of how many appointments are generated from the neighbors contacted.
Referrals aren’t a successful source of leads at many companies because the manager does not make it work. You need to work out a goal for referrals with your staff that they agree to. Then, good management requires that you work with them to develop a smooth script that works and get them to practice it until it becomes second nature. Finally, a good manager will make it part of every sales call to include a list of referrals obtained and to keep track of how many turned into appointments and sales. It is only by keeping track of the numbers, congratulating team members that met or exceeded the goals and assisting those who did not that your goals will be met.
Joining An Executive Club
Another good sales management technique is to require every team member to join and be active in executive clubs such as the Chamber Of Commerce, Business Networks International and others. A good sale manager will work with each team member on how to get names and appointments at meetings. In addition, for this to be effective, the sales manager must keep track of how many contacts were harvested at each meeting and how many contacts and appointments and sales resulted.
Many people feel this is too much work but remember that generating low cost or no cost sales is what makes you valuable to the company. Keeping your staff focused on getting more contacts and sales is indeed the basis of successful sales management.