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Put It Into Practice
Step 1 Re-connect employees to the revenue-generation process. Organizations function most effectively when everyone in the organization, not just those on the sales team, contribute to revenue generation. Usually when a department is resistant to change or does not move quickly enough in response to requests for information or resources needed to make deals happen, it is because they have an "expense-oriented" rather than a "revenue-oriented" mindset. Employees who have never been involved in the sales process sometimes take their salaries for granted, as if the money appears from nowhere. Putting employees back in touch with the highs and lows of sales can re-energize them to be part of the lifeblood of the company rather than a line item in the expense column of the balance sheet. Step 2: Provide sales training for everyone in the organization. Selling is not an optional skill for professional success. Proficiency in sales empowers employees to sell ideas to their managers, and enables managers to sell ideas to their direct reports, peer and executives more effectively. Selling skills also equip everyone in the company to recognize opportunities for new business or to expand a contract with an existing client. Overcome any objections someone may have that sales means pulling the wool over someone's eyes, making cold calls to people who don't want to hear from them or experiencing continuous rejection. Selling, when done in integrity, is a life skill that can help people achieve their goals and manage interpersonal dynamics more effectively. Step 3: Help each employee recognize a role he/she can play in generating revenue. For some the role may be to pass leads along to the sales team. Someone else may recognize a new revenue opportunity from a pattern of customer service calls. Another person may streamline a process to simplify invoicing and collections. Another can offer to participate in a sales meeting so that he/she better understands client requirements. Not every employee has to be able to close a deal, but everyone can contribute. At the end of each month, each employee should be able to point to published revenue figures and say, "I am personally reponsible for x% of that."
Integrity Selling®
Public Workshop
June 15
Montclair, NJ |
INTEGRITY SELLING® presents a customer-needs, value-focused sales strategy that successfully gets salespeople selling more in today’s challenging sales arena. Participants learn a simple, six-step system of selling that gets results.
MOST INTEGRITY SELLING GRADUATES SEE A 5 -35% SALES INCREASE EVEN WITHIN THE FIRST 8 WEEKS!
The day-long course is followed by 8 follow-up teleconference sessions, a $1,450
value offered one time only for the price of $450 per person.
Join us on June 15th to increase sales, performance and profits!
For information,
contact Beth at 973-785-3474 or bwilliams@forwardfocusinc.com.
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For other ForwardFocus tips, exercises and tools, we invite you to access the Tools section of our web site: www.forwardfocusinc.com
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