Sales pro’s are not magicians

Sales pro’s are not magicians

So many companies get to the point to hire sales people and build a professional sales team.  GREAT! But, it’s not all about human capital. You need to have an infrastructure in place in order for these new sales professionals to hit the ground walking and be successful.

A sales team is just one part of sales development. Sales people are not magicians, they need certain structure before they can perform. Without structure you are not making a wise investment.

You’ve hired an A player, what are you providing them day/week 1?  They should be getting access to CRM and built reports, assigned their accounts/prospects or territory, provided with access to contact database to find targets emails and phone #’s, screen sharing tool and a dial in…just to start.  This will enable them to start an outbound effort.

Many other items to think about. 

How are you pitching your company, product or service? Is your story clear and concise?

What is your follow up strategy? Do you have a professional proposal and other supporting documents?

What is your closing technique? Are you moving deals through the sales cycle quickly?

Do you know your sales cycle? How are you managing your pipeline?

You’re not alone if you do not have this in place or have overlooked some of these items.