Sales
The
most common mistake in setting sales objectives is lack of involvement on
the part of the sales reps. They need to be included in the discussion to
determine year-end projections as well as overall performance for the
year. And
they have to be monitored closely to maintain performance. How will they
end up with their previously established goals? Are they on target? Or
are they way off track? Is their compensation in line with their
capabilities? How do you recognize over achievers? Are they still
motivated or are they wandering? What do you do about under-achievers?
How do you get them back into the sales arena?
Establishing
a foundation for consistent sales accomplishments is very
important. The best way known is to arm sales reps with a set of
structured tools and prepare them to go out and meet their objectives
with true professionalism. All sales reps need to be able to identify
themselves with the company they represent. A structured selling system
encourages enthusiasm, confidence, team spirit and high productivity. It
will also provide principal owners and sales managers with answers to the above questions.
In
order to establish continuity of “best sales practices”, the Sales Management Module consists of a set of standards including the
following:
-
Establishing
Goals and Objectives
-
Managing
& Tracking Sales Activity
-
Prospecting
-
Contact
Management
-
Appointment
Preparation
-
First
Call Strategy
-
Qualifying
Prospects
-
Authorization
to Survey
-
Survey Preparation
and Safety
-
Estimating
-
Financial
Analysis Strategy
-
Verification
Meetings
-
Proposal
Presentation and Close
-
Booking
New Sales
-
Plan
& Review Meetings
As
part of the "Introduction to HVAC - Preschool Sales
" training, all sales reps are provided a
complete set of selling tools to assist in accomplishing their primary
goals: “Meet Sales Objectives”. A selling system gives sales reps,
and the companies they work for, the edge against the competition in
their communities. In
addition, field coaching is an ongoing process that is just as important
for monitoring veteran sales reps as it is for new hires. Sales coaching
is available as part of the OVI
strategy to help
keep sales personnel motivated and on track. This also demonstrates the
commitment of the Contractor Support System to produce results. Review the sales management module for further information.
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