[Webinar] How To Determine How Good Your Sales Team Really Is
By Brooks Group on 08 Jun 2007 at 03:47 pm
If you have a strong brand or a market advantage, your sales team may not really be as good as you think. As a sales manager, you can’t afford to wait until you get the sales numbers each month - you’ve got to know how your team is doing every day.
In this Webinar, Bill explains 7 ways to determine how good your sales team really is.
This video requires Flash Player. Click here to install
IT MAY TAKE A FEW MINUTES FOR THE VIDEO TO START
(Longer if you have a Dial-Up Connection)
Online Videos by Veoh.com
But the ideas Bill mentioned in this Webinar barely “scratch the surface” when it comes to the complex job of managing sales performance.
That’s why we want you to take advantage of our Sales Management Symposium. Take a look at what this groundbreaking seminar for sales leaders in all industries has to offer.
If you asked a question during the Webinar… you can see the answer from Bill now by clicking on the “Comments >>” link located at the bottom right of this post.
(3 votes, average: 5 out of 5)
Loading …
Subscribe via RSS
I agree that selling high quantity at high margin is the goal. My company produces a monthly trade publication and maintains a website that has residential construction builders and remodelers as a target audience. We sell advertising to construction industry manufacturers, retailers, and distributors. As you are probably aware,
the residential building industry is struggling along this year and the mainstream media makes things sound worse than they are. Many companies are being very tight fisted in their advertising buys and have cut budgets substantially. In this climate, with the competition cutting their rates and offering huge incentives to capture any dollars that are left for this year, what specific tools would you give your sales team to ensure they capture as much market share as possible? Under these circumstances, would you cut ad rates giving up some margin to be more competitive?
Aaron,
1. There does come a time when some business is better than none — even if your margin erodes. The secret, however, is to give a good reason for the discount. And it must be a good valid reason! Otherwise, you have set the “lower water mark” — or the price (discounted) from which subsequent purchases can be deducted.
2. You may also want to determine if you can package other benefits with your pricing – special reports relative to marketing, research, data, trends etc. that are only available to advertisers. You may want to consider “tiering” the levels based on volume, margin etc. (for example, Platinum, Gold and Silver memberships)
Hope this Helps!
BB
Dear Bill,
Thanks for this webinar about how evaluate the sales team.
Do you have some information about how to evaluate resellers and agents who are not under our direct control?
I´m talking specifically about representatives in the medical equipment market in all Brazilian territory.
Fouzi,
The best way to handle this is to create a sense of “reciprocity” in that you provide great value — training, account management services, etc. for these account reps who are independent and not a formal part of your organization.
If located in Brazil, you could do training VIA internet, telephone etc. The secret is to tie measurement into what you teach in order to determine effectiveness and help them make more money.
BB
What are good qualities and/or personality traits to look for in a sales person ?
Tanika,
Look for values consistent with what the position rewards, behaviors that match the behavior demands of the job and talents that the job requires. If you’d like to learn more about this you can visit the assessments for hiring page on our website. Please call or email with additional questions or interest in our assessment systems.
BB
Good day mr brooks i am from Grenada,i have a passion for sales,i have been a sales manager for the leading water company on the island,the sales trend has change drastically due to the economy,and disappointments from planning for previous events,the sales have taken a downward trend for may month and it had me wondering whether the team is really prepared to handle a situation like that,we have adjusted quickly and start embarking on more telesales and things are looking better. Do you think that us adjusting quickly after realising the downward trend is a quality of a good sales team?
Roland,
The quality of a good sales team is to adjust quickly! However, the sign of a great sales team is to anticipate the downturn and also to ensure that the entire sales team is trained and able to perform.
Good job, Roland!
BB
What happens when an over complicated measurement system impedes the sales process?
Joe,
It is not unlike an overly complicated offense confusing the players on a football team. They settle into confusion and then inertia.
While measurement is essential, it cannot be so overburdening that it foils the creativity of the sales team. In the world of measurement, simple is better! Pick 5 — or 3…7 at the most!
BB
Im in the Philippines, were currently distributing Canon Laser Fax and AIO. Unforortunately, were not hitting our quotas. Our worlflow is like these Axis->Dealers->End-user. What strategy can you suggest for us to make numbers through our dealers? Can you give us technique on how to gain sales through our dealers?