Less Stress and More Efficiency – How To Administer Your Sales Incentives Scheme

I’ve been in sales for more than 15 years now. I’m well practiced at the sales process. I know I’ll get my quota every year, and my company will let me know what targets they want me to meet. Most years, I’m given my “Commission Plan” at the start of the year. This tells me … Read more Less Stress and More Efficiency – How To Administer Your Sales Incentives Scheme
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How To Create A Win-Win-Win For Your Company, The Sales Team, And Your Clients

Have you ever felt you’ve been pressured into buying a different product from the one you were originally looking at because the salesperson was so eager and convincing? 

And then you get back to your office or home, feeling disappointed, almost cheated and too upset to follow up the situation with the company?

Or the sales person traps you in a moment of weakness, promising the earth, and then lets you down with no after sales service? 

And when you do eventually get through to a sales manager or senior customer service manager, you discover you’ve been sold a product that greatly benefits the salesperson’s bank account, but has in your opinion now damaged the reputation of the company.

It’s a situation that can easily arise when a motivation scheme is designed to serve the company’s interests above all. Or where the rewards deployed in sales organizations to incentivize sales people for certain sales behaviors and activities, are not in total alignment with the company’s objectives and plans.

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Should You Hire Sales Staff From Inside Or Outside Your Business?

No matter whether your turnover or staff is low or high, the day will com when your business is going to need to hire new sales staff. 

Hiring a new staff member is an opportunity to add fresh skills and a great personality to your sales team. The question for many businesses is whether or not it’s better to hire from inside or outside the business? Both options have their pros and cons. Let’s take a look at how to decide and how to give your new salesperson the best chance of fitting in. 

Hiring From Inside: The Pros and Cons

Hiring from the inside offers one immediate advantage: Your new hire is more likely to have a good working knowledge of your business, the market, and the product or service at hand. An inside hire will also be familiar with your company culture, and most likely has working relationships and contacts within the company.

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Building A Sales Pipeline

Every sales person wants to get results, which of course means sales. That can mean selling to new customers, getting repeat orders, or upselling to existing customers. 

As a sales person, a large part of your job is identifying leads and targeting companies that are a good fit and therefore likely to buy your company’s products or services. 

In short, you need to look for promising sales opportunities, and guide those prospects to purchase. You’re always on the lookout for the most well qualified leads; that includes customers who are actively seeking a product like yours, and those who don’t know they need you yet, but who are a good fit.

The best way to keep track of your leads and make sure you guide them towards the sale is a sales pipeline.

What Is A Sales Pipeline?

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