Your Sales Force
Are you nurturing the optimal sales culture in your business? It’s important, as a manager, you know the constitution of your market place and the kinds of solutions your clients are seeking – these are the key factors that will help you mould your successful sales force. Designing the best sales culture for your business takes planning; it’s not something you can dream up overnight or in the space of a single board meeting.
Analyse your products and services, and your path to market. Then match your outcomes with the breed of sales person that will best suit them. This is a multi-faceted process. Create a structured recruitment kit. Target the industries these people can be drawn from. Generate a training scheme to upskill them. And implement a solid management system for support.
There are policies you’ll need to improve throughout, too; managing internal competition, delegating responsibilities, keeping brand integrity in the spotlight and making sure you don’t have a few superstars doing the heavy lifting.
In fact, as we’ll discuss, the concept of one type of sales person looking after all the tough stuff is not only outdated, it’s flawed. There are different types of sales people for different products, markets and clients. It’s up to you to identify who’ll excel in what area. With good planning, proactive management and keen foresight, you can create the best sales force culture for your business. The material in this book aims to help you build that culture – and aid you in understanding that you are part of an enterprising, progressive industry that is changing the world for the better.
Remember: everybody lives by selling something.
We hope you enjoy this book.