There are a lot of people who want to make life more complicated than it has to be and that holds true for owners of companies. In order to lighten the burden on these captains of industry I thought I would lay out several questions that will help these over worked capitalists determine if his or her salespeople will be successful. Here they are:
- Do you have the right manager?
- Does he or she know how to manage salespeople?
- Are they a dedicated sales manager or do they manage and have sales responsibility for accounts?
- Does your sales manager know how to develop salespeople?
- Does your sales manager work in the field with the salespeople?
- Does the comp plan encourage people to sell or is it capped?
- Has the sales manager instituted a Common Sales Language for all the salespeople to use?
- Does the sales manager know enough to hire sales professionals?
- Do you have the right salespeople?
- Are they $65Kers or do they want to make a lot of money?
- Do you have high salespeople turnover?
- Are your salespeople prepared to succeed?
- Do each of your salespeople have a Sales Behavior Plan?
- How are your salespeople accountable?
- Do your salespeople research people and companies before they make their sales call?
- Are your salespeople doing the right sales activities to maintain and grow the business?
- Are your salespeople closing enough of their opportunities?
- Do your salespeople lack any significant sales skills?
- Do your salespeople tell rather than ask questions and listen?
- Do your salespeople have written goals for their business and personal life?
If you answered No or Don’t Know to 16 of these questions you are hurtin’. If you can answer No or Don’t Know to 16 questions and your company is still successful then how much more successful could it be if you had positive answers to these questions?
The Final Thought: Success is not the key to happiness. Happiness is the key to success. If you love what you are doing, you will be successful.” Herman Cain