Brian created the 1st sales force in the world, where 80% of the sales were generated by 80% of the sales people with over 1000 sales people in 8 different countries.
Y our sales staff - You can MOTIVATE them (which lasts a while) or you can SCARE them (which generally backfires). The real challenge is to change their ATTITUDE because that’s what lasts.
Contrary to popular opinion, hiring successful sales people, Smooth talkers, great track records and paying big basic salaries does NOT guarantee consistent sales results. In fact, effective management processes and ensure even the introverted personalities who diligently follow the same process every day, close the more deals and produce consistent sales results!
The sales division always has the highest staff turnover - 80% of sales staff are inconsistent and underperforming. This isn't because their sales skills are shocking but because their activity isn't controlled. As a result their leads are also seriously lacking. The long and short of it is that there is no simple way to manage each individual and to track performance - at least not without the right assistance.
The ONLY thing that you can control as a sales manager of sales staff is how many people they speak to. It's not about walk-ins, it’s about controlling their future.
I have trained over 20,000 salespeople in across 15 countries. From the gym industry across many direct selling industries including real estate. Surprisingly, some of the best salespeople that emerged were accountants, nurses and teachers. Not surprisingly, sales success is about discipline and process and not about your personality type or how gregarious you are.
It would be awesome if new business would just walk or phone into your office in droves all by themselves ensuring sales happen automatically. But let’s be real… it’s just not going to happen.
You want to control your success so you need to put in the work.
Understand the key 20% sales success activities and manage them effectively daily ensures you always have quality leads and therefore sales.
The little blurb written on the back of a DVD cover rarely does the movie inside any justice. The same goes for a CV or job application. Hiring great salespeople and paying big salaries does not guarantee success and puts the company at risk.
A resumé tells you what you want to hear and not necessarily what the salesperson’s potential is.
You need a system that ensures all salespeople are consistently successful.
Most people are in it to win it for themselves. They don’t care what your company goals are, “what’s in it for me?”, is the mantra for most of us.
Key is marry the company goals with individual goals and you will be successful - guaranteed.
Effective goal-setting is the key pillar for all success.
It’s more than just sweet-talking to get that prospect excited about your product or service. It’s about consistency and a decent plan being put in place.You’re not trying to con people, you’re looking for long-term customers.
Discipline sells more than charm.
Great salespeople are easy to find. The real challenge to get consistent performance from all your sales staff. With the right management, discipline and systems in place you can achieve that.
They’re not selling dodgy cars here. They’re selling great value and quality products or services. They should act like it.