Provide some tools

[sami]

Set the right compensation plan.
Fact: the majority of sales reps are motivated by money. Be sure your compensation plan is motivating them to sell what you want, to who you want, when you want. Then put some extra bonuses in for over the top performance.

Put a sales process in place.
Yes, you’ve hired reps who know how to sell. But do they know how to sell your services? The process provides the path to consistent performance. When your reps aren’t selling, it’s likely there is no consistency in what they’re doing.


I can’t tell you how many reps hide behind the “no brochure” excuse for poor sales results. And while I don’t believe you have to have tools to sell, I do know that a good solution infographic helps guide sales reps’ discussions to sell more effectively. Give your rep a good solution infographic and teach them how to use it in their sales process.

Train them.
Look at the activity metrics and forecasts to identify where opportunities are rich people database falling out of the sales process. If there aren’t enough new leads, you have a prospecting problem. If opportunities aren’t closing, you have several different potential problems. Examine the metrics, then do some training to help your reps over the hump.

Hold them accountable.
Use the sales performance expectations to hold your reps accountable. Use reporting and meetings to check in weekly to be sure they’re doing what you expect. If they aren’t, take action and have direct conversations. You can’t avoid it or your company will suffer.