As we realise that the market will never be as it was for the near future, we simply need to make the most of every opportunity that comes our way.
Do you really have a sales process? You may think you have but I find that most processes are fluid and "leak" in busy periods. Alternatively, the sales process is short circuited by a salesperson under pressure so we lose both customers and profitability.Read more
A danger point in any salespersons career is just after 12months when the initial enthusiasm dissipates along with close support from the manager as more new people are taken on.
I know from my own experience , after 12 months in the job you start feeling secure and experienced so you think you know it all. Then, sales start to dip, so you change tactics and then its gets worse!
The reason? Consistency of process. Chances are the sales manager hasn't time to coach so the pressure builds and the salesperson either works it out themselves or they leave.Read more