[ad_1]
In order to grow your landscaping business, you must ultimately develop a highly effective sales team. To do this, you have to be very good at sales management. Ironically, sales management is one of those roles that they are not taught in schools, colleges, or pretty much anywhere. Therefore, you have to learn everything you can (books, training, peer groups, reading). Let me help you with the following seven observations.
Seven sales management skills:
1. Be an inspirational coach
Becoming a deal manager doesn’t solve this problem. Your salespeople (most of your people, in fact) need an inspirational coach to thrive and grow. Some of you are naturally good at coaching, while some of you need to work at it. If you’re introverted, independent, and don’t have much of a need for approval, this won’t be easy for you. Practice these coaching skills and it will pay off.
2. Use motivation to break through your own thinking
If you want your salespeople to achieve higher goals, get creative with your incentives. Don’t assume that standards that have worked in the past will work for your company this year. One thing is certain about incentives: They must adjust as your needs adjust. That being said, “Don’t let your mindset get in the way!” Example: I was talking to a client about this issue yesterday. She insists her salespeople are already being paid well. However, we need to increase maintenance commissions to grow this aspect of the business. Don’t spend $100 here and there when a simple tweak to your plan can develop a new aspect of your business.
3. Make data your friend
Tie your commission plan to the profitability of your work; it should be tied directly or indirectly to gross profit or gross profit per hour. Either way, back it up so your sales team can agree to any changes to payments. The more you can use data to connect sales and production people, the better. Give them something they can agree on.
4. High earners don’t want caps
To attract the best salespeople, show them how to earn big bucks; don’t set an artificial cap on how much they can earn. Salespeople are very optimistic, take advantage of this. The sky is the limit!
5. Keep salespeople selling
If possible, don’t distract the salesperson with production details. Instead, let them focus on initiatives that will build marketing and sales. Sales people should sell, production people should produce, and managers should manage.
6. Become a marketing expert
Well, you’ve heard me say this many times. But it bears repeating. If you want to increase sales, you must provide brand support, visibility, and lead flow if you work residential. Great salespeople want to work for great companies with great branding and marketing. Fake it ’til you make it, but don’t settle for less.
7. Operations must keep up
In order to grow your business with great salespeople, you need a scalable operation. A good salesperson must believe in your operation and vice versa. Your operations staff must believe in your sales goals to invest the time in building your pipeline. Your challenge is to maintain a collaborative relationship between sales and operations.
Someone needs to serve as your company’s sales manager, coaching and representing your salespeople as they collaborate with operations. Your sales manager should have good analytical skills and take responsibility, as well as support, encouragement and sales strategy.
If this is you, please make “Mastering Sales Management” a personal learning goal for this year. When your salespeople believe 100% in your operation, they will cut through the hoops for you and sell the products you need at the right margin.
Go get them!
PS To learn how to be a great sales manager, visit Jeffrey Scott Sales Seminar February 27.
[ad_2]
Source link