Introduction. Sales Effectiveness

In any group of 100 starting salespeople, typically 20% of them will be producing 80% of the sales within 1 year.  The aim of a well trained and motivate team is to join the top 20% in new accounts and commissions generated.

 

Strict adherence to the recommendations outlined will produce enormous differences and long term benefits to our organization. Our reps should become "brilliant on the basics" and take the time to develop critical differences in attitude and ability that will enable them to reap long-term sales success. 

 

What emerges as a leading trait of top sales professionals and brokers is the ability to enter into friendly relationships with a great number of different prospects and customers. The ability of professionals to establish early rapport and build high levels of trust and integrity during the course of the sales process probably accounts for 80% or more of sales success.

Key Ideas That Can Immediately Improve Sales Effectiveness

Teaching Reps to Become "Brilliant On The Basics"

Measure Key Success Factors for Brokers (the Basics):

• Rate personal motivation about the products offered?
• Personal management, time management skills, etc.
• Product knowledge
• Prospecting and RCM know-how
• Qualifying, and identifying prospect needs
• Presentations skills, explaining our business, services and products
• Answering objections, concerns, and/or compliance issues
• Asking for action
• Follow-up and prospecting for referrals

Brokers will be rated on a scale of 1-10. The total score determines their sales effectiveness. Weakness in any one area may hold them back from realizing their full potential.

Contact me to learn how to help you squeeze every last drop from your sales efforts and initiatives