3 years ago
January 6, 2015

4 Things your sales people need to hit their sales targets.

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Rhys Metler

4 Things your sales people need to hit their sales targets.

 

Try this out with your sales team in the next sales meeting. Start by asking a question about a key feature of the product or service you sell such as why should I buy from you? Ask every person for their answer.

Are the answers all the same? The answer is likely, no.

One of the biggest reasons sales people fail to hit their targets is lack of a clear, consistent message around the key features and benefits of your product or service. The next question to ask is, “Have we given them a sales toolkit to succeed.”

Even seasoned sales professionals require a great toolkit to succeed and here are a few things your team should have:

  1. A well thought out 30 second elevator pitch on your company’s value proposition. Work on this with your team so that every person gives the same answer to the question, “Why should we buy from you?”
  2. A clear sales process that everyone follows including the initial approach, discovery and close. By doing this you will know where the process is falling short and you can take corrective action.
  3. Great collateral marketing material that supports the sales person throughout the process reinforcing the value proposition of your company.
  4. A CRM system to track, schedule and measure activity for the purposes of forecasting and planning.  Too often we speak with companies that have nothing in place and deals fall through the cracks.

If your company has 1 or more of these, great you are on the right track. Getting all 4 will take your sales team and business to the next level.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.