The Straight Truth About Getting Exceptional Results From Your Sales Team — Part #2
How to Create an Ideal Sales Culture
The deck is stacked against sales managers. Indeed, some firms unwittingly prevent their sales managers from reaching sales success
“A flat compensation plan accomplishes the opposite of what a smart plan should. It provides underperformers comfort to stick around while simultaneously discouraging the over-achievers.”
3. The “Sales Process”
Successful sales managers help their team members target the most promising prospects. This includes potential new customers as well as current customers who are ready for upgrades or expansion. However, too many sales managers don’t take this essential step. They mistakenly believe their salespeople all are already operating with well-developed marketing lists, but many salespeople don’t prepare strategic plans for reaching the best prospects.
Salespeople don’t get paid based on how many prospects they contact. Results are what counts, based on how many prospects they close. This is why sales managers must make sure that their salespeople plan and prospect strategically.
