It is often the belief of most small to mid-size companies that during a struggling economy they want their sales team to venture out and get more accounts. And why not? To broaden your sales base can help to bring in revenue not yet forecast and keep the company afloat. But as we realize that there is a shift in the scheme of buying and selling out there, it’s always better to turn inwards first.
When it feels like the ship is starting to take on water, it’s not always best to go deeper out to sea. Not until you’ve stopped the leaking as best you can. In other words, reexamining your sales ratios and finding ways to capture more of what is already coming in through your sales pipeline.
The problem that most companies experienced by the end of 2008 was no one was buying. Everyone was holding on to their money.
Now, as the first quarter is coming to an end, it’s time for your sales teams to get those buyers buying again. But the climate is still different and it may be quite some time before it comes back to what it once was. It’s time to help your team realize they can’t expect to get the same sales the same way. It’s time for every sales person to get back into the mode of being a sales person and not an order taker.
We’re in a new era of sales. It’s exciting and fresh. It’s time to reexamine how to help your potential clients realize their needs and that your company is or has the solution. It’s time to put on a fresh set of eyes to what you are offering and identify how you can capture those sales dollars by being the answer to what “they need”. If you keep trying to do business with your existing client base or source in the same manner as before and have found you are NOT getting the same results – you want to change how you sell before you start venturing into new, uncharted waters.
Next BLOG will discuss how you can tighten the ship (sorry for all the nautical references) and capture more BEFORE adding to your sales base.
When it feels like the ship is starting to take on water, it’s not always best to go deeper out to sea. Not until you’ve stopped the leaking as best you can. In other words, reexamining your sales ratios and finding ways to capture more of what is already coming in through your sales pipeline.
The problem that most companies experienced by the end of 2008 was no one was buying. Everyone was holding on to their money.
Now, as the first quarter is coming to an end, it’s time for your sales teams to get those buyers buying again. But the climate is still different and it may be quite some time before it comes back to what it once was. It’s time to help your team realize they can’t expect to get the same sales the same way. It’s time for every sales person to get back into the mode of being a sales person and not an order taker.
We’re in a new era of sales. It’s exciting and fresh. It’s time to reexamine how to help your potential clients realize their needs and that your company is or has the solution. It’s time to put on a fresh set of eyes to what you are offering and identify how you can capture those sales dollars by being the answer to what “they need”. If you keep trying to do business with your existing client base or source in the same manner as before and have found you are NOT getting the same results – you want to change how you sell before you start venturing into new, uncharted waters.
Next BLOG will discuss how you can tighten the ship (sorry for all the nautical references) and capture more BEFORE adding to your sales base.
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