Based on the feedback I get from agency principals, most "sales people" are order-takers. Blunt and true, can you look yourself in the mirror and confess otherwise? Good news \ bad news is you have tremendous influence over this...
A sales system is by definition an inter-related series of processes designed specifically to generate high quality, high probability leads with a high conversion ratio. Your system should:
- Design the appropriate sales system that uniquely fits the agency's profile, size and target markets
- Recruit top performers
- Manage performance for maximum production
- Measure all critical ratios
- Develop and deliver scripts with a high and, through testing, a progressively higher closing ratio
- Deliver coaching for enhanced performance
- Create and deliver incentives to turn ordinary performance into extraordinary performance
Often the most difficult step to building a sales system is just defining the various processes. I'm going to save you some time on that by providing you with a short list to start with here:
- A criteria and process for recruiting top performers
- Process for compensation
- Process for weekly meetings/role playing
- System in place to monitor performance
- Sales manual in place, (how to sell your product)
- Process for creating and measuring sale goals
- Proven scripts for inbound and outbound calls
- Team and individual sales incentives
Got it? That's the short list so start with those. If your interested in seeing samples or learning more about my long-list of processes consider coming out to the "Million Dollar Sales Day" in Chicago Sunday Oct. 17th - And Discover:
-
A complete, comprehensive and POWERFUL SALES SYSTEM, designed for YOUR agency;
-
How to design your sales system using OUTBOUND
callers/telemarketers/account execs, INBOUND CSRs/CSAs, or PRODUCERS in the
field;
-
Tools, technology & spreadsheets that virtually run this SALES system
FOR YOU in your agency;
-
How to "peel back the layers of the onion" - and turn your agency into a
true SALES ORGANIZATION!