News February 2008
As many of the financiers, bankers and economists warn of hard times ahead, the sales environment also becomes increasingly difficult – but according to one sales guru, this is a time when actions speak louder than words.
Terry Forsey, Technology Sales and Marketing Coach, is prompting salespeople to ask their managers some crucial questions in their quest to grow sales figures.
“In this economic climate, promises made by salesmen that they will work harder are lost just as quickly as the commitments by managers who say they will support sales staff,” said Terry. “In this situation, serious questions need to be asked of management.”
Terry is recommending that sales people use the following guidelines to help them have a constructive and positive conversation with Directors to help them to achieve improved sales figures;
‘As it has been a tough year, I (the salesperson) have cold called, networked, and prepared many client proposals to sell and to make target. Some have purchased, some have delayed their decision, and some don't even call me back. The days have been long and the months even longer.
‘As my Manager, I have expectations on what your job responsibilities are to the company and to me, as part of your team. So, based on these expectations and you being the Boss, I have a few questions I would like to ask you to help me understand your direction and activities in the coming year to help me sell more.
- How was my target determined and is it realistic?
- How come I don't get 10 good qualified leads each month from marketing activities and what are you going to do about it?
- Why have we not completed a new competitive review feature by feature and service by service against our competitors during the last six months? It is tough out there. We do not know what we are up against, budgets are tight - I need to be informed to sell more.
- When will I get more sales training? I am a professional salesperson and I need ongoing sales training every year.
- What is the company doing to position itself as a specialist not a generalist? In this economy, no one spends money on products or services that don't increase corporate profits.
- We have a lot of strategic partnerships, but I never get any qualified leads. Why do we have alliances if they don't generate revenue?
- I know you're busy, but as the senior executive, why don't you go on more sales calls with me? I can use your help.
- We seem not to have a specific corporate message. When we talk to prospects, we have no insightful way to communicate who we are. Can the Directors, focus on crafting one succinct message that will help clients listen and help us penetrate new opportunities?
Terry believes that by securing answers to these queries, any salesperson should be ‘back on course’ to hit targets – even in these difficult times.
For more information call 01536 771440 or email, terry@terryforsey.com.
ENDS
