Sales Tip of the Week

In these turbulent times when things appear to be in flux, I came across this brief article by Dave Kurlan, author of Baseline Selling. It seems like business owners are sharing with me that their sales people are no longer able to simply take orders. Rather, they are now charged with prospecting and closing business. If that is true for you, please consider our next 2 Day Sales Training Boot Camp on Friday July 18th and Friday July 24th. Call me at 858 483-8888 for more details.

Kurlan discusses evaluating and hiring effective sales people. We use a pre-screen hiring tool that has a 95% predictive validity if sales people will be successful or not. Call me today and we can discuss this tool and a way to assess your people, strategies, and systems. Here is to a happy 4th of July and wishing you good selling! Enjoy the tips.

Darren

Top Ten Ways to Drive Sales

Let's assume that you have the right people, compensation, incentives, systems and processes in place. Are you all set? Hardly. You still have to drive sales because in most companies sales don't happen by themselves. The companies that do that the best follow these steps:

Evaluate their sales force
Set clear expectations
Identify necessary behaviors required for the results
Get buy-in and commitment from their salespeople and managers
Support the effort with training, development and coaching
Hold their people accountable for behaviors and results
Frequently and clearly communicate the expectations
Demonstrate top management's commitment to the expectations, behaviors, training, development and coaching through participation and communication.
Replace non-performers
Hire A players

Darren R. Cecil, President
Telephone: 858-483-8888
www.sdsales.sandler.com
sdsales@sandler.com

Sales Tip