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Make sure sales representatives have adequate training. They should have a thorough understanding of how your products or services can help potential customers.
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Develop an annual sales plan. It should include sales and gross-profit goals and plans for increasing sales to current customers and developing new ones. See that sales reps implement the plan and modify it as necessary.
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Make everyone in your company understand that they are part of the selling team. Courteous treatment of customers, quick responses to telephone calls and e-mails, and pleasant demeanors go a long way toward supporting the sales staff.
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Offer meaningful incentives. One company told salespeople they could go home at 2 p.m. the rest of the month once they hit their monthly goals; the first sales rep to sell more than $50,000 would get the last two days of the month off. Result: broken sales records.
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Encourage salespeople to put a lost sale in perspective. Getting angry yourself only adds to their frustration. Help them concentrate on making the next sale.
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