We all want better sales results—so what’s the secret?
It lies in the brain, and knowing how to guide our sales people out of their Critter State, where they are overwhelmed, stressed, in fight/flight/freeze, and into their Smart State where they have fresh insights, are ready to tackle the day, are motivated and psyched to succeed.
1-You Aren’t Asking the Right Questions
Some of these are harder than others. But you need to ask them. Often, like quarterly at a minimum.
2-You Don’t Have Visibility On Progress and Performance
Many clients ask me for help in streamlining their weekly sales meetings. Here are some effective methods.
Weekly Salesperson Status Report – Set a specific date/time that weekly status is due so the Flash Report below is complete. Make it super easy for the salesperson to submit their weekly status, like by editing a Google Doc or some such, and also ensure it is clear that to be on the sales team this is what you require weekly:
Weekly Sales Flash Report – Here’s what to cover each week with the sales team during a group huddle. Be sure to recap on email post-meeting so everyone remembers what was covered.
Weekly CRM Update – Make sure all salespeople know what data needs to be entered in the CRM after each sales call. For example: sales stage movement for the week, notes per call/communication with prospect, proposal info and all sales activity info above. Some clients have their customer service reps do CRM data entry for salespeople as a reward once a certain sales performance level is achieved.
Some of our clients like to set up a Google doc or other repository to help celebrate sales people (as well as all other team members). On the doc each employee fills in their section listing what treats (under $200) they’d like to receive for terrific performance. Make this public so all can see and use, and you’ll find leaders have a much easier time providing fun and meaningful incentive gifts.
3-Your Compensation System Isn’t Working
The below plan is a super simple way to compensate sales people to incent them to:
Edit this, make it your own, and see how well it works for you.
Team Selling – per sale
Doing the above will help get and keep your sales team in their Smart State—which means greater performance, happier people, less stress for you!”