National Sales Center

How To Make More Money In Sales

I enjoy “selling” and being around salespeople. The mere thought of a big deal gets my competitive juices flowing. I find sales both motivating and exciting.  Sales is my way to make more money in sales and who’s not interested in ways to make more money?

Make More Money In Sales By Not Going To Your “Cabo”

I have no problem admitting to myself and to you, that I rather be fishing in Cabo than giving a three-hour product presentation. Please don’t get me wrong, I’d enjoy every minute of that product presentation but I can’t overlook the fact that it will pay for my Cabo fishing trip. We need to earn a living and money is the carrot that gets us out of bed in the morning. As I said, I enjoy sales and if I didn’t, I’d stay in bed. We all want to make more money in sales! That said; let’s spend some time exploring ways to make more money in sales. But first,

How Not To Make More Money In Sales

Most salespeople think that the way to make more money in sales is to simply work harder. I agree that a few more phone calls every day and a few more appointments every month will generate a few more order by the end of the year. However, working harder at things that should work better is not the best way to make more money. The best way to make more money in sales is to work smarter.

A word, here and there, could make a big difference on a sales appointment and when prospecting and prevent a rep from making more money. A sales rep’s train of thought and the sales strategy employed could be the difference between sales success and failure. Even a rep with a 75% close rate is failing 25% of the time. Would you want to be operated on by a surgeon with a 75% success rate? Would that surgeon make more money?

How To Make More Money In Sales

The way to make more money in sales is by working smarter but just do we mean by the term working smarter? Working smarter is being serious about sales skills. Sales skills separate those that earn from those that burn. It’s the reason 80% of sales reps share 20% of the commissions. The top 20% of sales reps earn 80% of all commissions. The top 20% know how to make more money in sales and we should learn from them.

Yes, you have to have the right product to make more money in sales. I would not want to be selling ashtrays to California restaurants. That’s no way to make more money. However, having the best product at the best price is no guarantee that you’ll make more money in sales. Business history is full of companies that had the best product at the best price and are no longer in business today.

Use Prospecting Skills To Make More Money In Sales

If you expect to make more money in sales, you should first focus on prospecting skills. All the sales skills in the world will not help you if you can’t generate qualified appointments. Making 100 phone calls just to secure a few unqualified appointments is both boring and not the answer to making more money in sales. So, start by improving your prospecting skills and get involved in some solid prospecting training. Prospecting is the way to make more money in sales.

Make More Money In Sales With Sales Skills

So, you now have a funnel packed with qualified prospects but that’s not the goal. The goal is to make more money. A funnel alone is not going to help you make more money. You need to convert those prospects into clients and you need powerful sales skills to accomplish that task. The focus of those sales skills must be on the expert and successful implementation of the sales process. You’ll never make more money in sales if you fail to respect the power of the sales process.

The top 20% of sales reps understand and practice the sales process as a way to make more money. They know that the sales process is at the center of all sales skills. Their expert ability at maneuvering around the through the sales process is the primary reason they make more money in sales. Notice I didn’t say anything about working harder. Thanks to their expertise, the top reps make selling look easy and for them, it is! They know how to make more money in sales. What’s your plan to improve sales?

The Way To Make More Money In Sales

If you are struggling to make more money, I urge you get serious about your career and get some sales training that will allow you to master the sales process. Once you do, you’ll join the top 20% and you too will make more money. The sales process is the way to makes more money in sales.

I wish you great sales success,

Nick Moreno

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Tags: sales skills