Developing An Efficient Sales Team
When you start your own business and you know that you need a sales team you want to make sure that you structure the sales team properly
. There are many people that waste a lot of their resources because their sales team is inefficient.
Before you even hire members of a sales team you want to make sure that you have a structure that is laid out for your team. This will allow organization and efficiency from the first day and prevent you from wasting time and money.
First, you want to make sure that you understand how you are going to pay your employees. There are many different ways that you can pay your salesman and it will really depend on the product that you are selling.
Some companies will pay a low hourly rate and then pay their sales members commission on every sale that they make. This will allow people some security in their check but will also motivate the sales people to work hard.
The more that they sell the more they will make. You can put a cap on the commission that they earn or you can allow them to earn as much commission as they can throughout each pay period or each day.
You can also hire salesmen purely on commission. This can be tricky, you want to make sure that your salesman feel some security in their job and that you are still paying your good salesmen when they have a bad day.
It is expected that there will be some slow days. You want to make sure that you do not let your salespeople get so discouraged that they quit all together because they cannot make enough sales to make the job worth it.
Finally, you can pay your sales team on an hourly rate. This can also be tricky because those that are working hard and selling more will not feel that they are getting any more benefit from the job than those that are lazy at work.
While you are working out this scheme you want to think about your product and the audience that you are providing for your salespeople. If you are sending them out on cold calls each day they will have a much harder time selling.
There are many programs that you can use to generate leads for your business. Leads allow your salespeople to go out and visit or even just call people that have already expressed some interest in your product and your company.
When you are finding a way to generate leads you want to make sure that you understand how many leads a day your salespeople should be contacting. You can also find a program that will organize these leads.
The leads that your salespeople are calling will probably cost you money. You want to make sure that you understand how much money you are willing to pay for the leads so that you can determine the quality of leads your sales people will get.
There are some lead generation programs and sites that will give you leads that they are also giving to other companies. When this happens you will have to make sure that your salespeople are by their phones as they receive these leads.
They will want to be among the first company that contacts the individual. When you are taking the time to pay for the leads you will also want to know how the company is finding those customers that are interested.
You do not want your salespeople calling someone that is not even remotely interested in your company. You will be wasting your time and money on the salespeople and you will also be annoying the people that are calling.
After you have found a way to get the leads that you want you will need a program to organize the leads for your salespeople. The leads should be able to be moved and categorized after your salespeople talk with the contact.
This way he or she will know when they should call back or if they should ever call back. The more organized that your salespeople can be the easier it will be to tell if you are being efficient in the sales department.
You will also want to make sure that you are checking on your salespeople. Have a transparent system that allows you to understand what a sales person completed throughout the entire workday.
by: Jack Landry
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