Driving Sales The Right Way

Jun9

Posted by Nick in Sales Training To Improve Sales Results | 0 Comments

Driving Sales Productive Can Be Tricky

Driving sales isn’t like driving a car. You just can’t step on the gas and expect to accelerate. As with anything, there is right way and a wrong way to drive sales. Here is some advice about driving sales productivity and your path to close more sales.

Drive Sales Activity

Driving sales activity has little to do with driving sales productivity. So you get a few more appointments and generate a few more proposals. You may even enjoy a dramatic increase in you sales funnel. Did all this extra work increase sales?

Never confuse quality with quantity. Activity for the sake of activity will not drive sales. You don’t need salespeople calling unqualified prospects and packing their funnels with “prospects” that will never buy from them. What good is having more “prospects” if your close rate falls from 25% to 15%? That’s no way to drive sales.

Driving Sales The Correct Way

Drive sales through education. Sorry if you were looking for a magic bullet. The best trained sales teams will always get the most orders. Here is how you drive sales the right way.

1) Best Practices

The top sales reps are doing things that the underperformers are overlooking. You can drive sales productivity by sharing the best practices of the top performers.

2) Sales Training

When was the last time you conducted some powerful sales training? You need to place sales skills at the center of your team’s culture. I can think of no better way to drive sales productivity than to improve a team’s sales strategies and skills. Get your hands on some solid sales training videos and good things will happen. While you’re at, consider some strong prospecting training.

Driving sales through Employee Development has additional benefits. Activity increases because the sales reps are anxious to use their new skills in the field. Motivation also increases because they have real reasons to believe that today will be better than yesterday. If the problem is prospecting, work to improve cold calling techniques.

Are you willing to drive sales through sales training? Are you ready to improve selling skills right now? If not, what’s your plan? I urge you to start mastering the sales process.

I wish you great sales success.

Nick Moreno

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