Do you treat your salespeople as well as your customers? You should. Good salespeople are tough to hire and even tougher to hold. You can apply our listening techniques to your sales staff. Learn their pains and learn how to solve them. You will reap great benefits!
One company that did this hired us to interview their sales staff. We obtained a "Voice of the Sales Force" in much the same way as described in our book. We then got several sales managers together to discuss metrics that would predict success with the sales staff's pains, things like "The Amount of Time Required to Generate Reports for Upper Management." Obviously, the staff wanted this metric to be near zero!
By implementing these metrics and solutions, their sales increased, the staff were happier and had more time to make sales calls. Revenues and profits increased. After all, that's the purpose of sales activity, isn't it?
Friday, February 27, 2009
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