Today's post is by Diane Polnow, owner and founder of Elite Sales Leaders.
In my 20+ years as a sales manager and sales director working for some of the most recognized Fortune 100 companies – such as American Express and Sprint – I’ve had to learn how to quickly drive sales results. I've taken some of the lowest performing teams to the top of nationwide rankings and can show you how to do the same.
Here are a few of the most important things to focus on with your employees that will help you drive top results.
Tip #1: Don't have meetings for the sake of having meetings
Time is precious. More time is spent these days on internal conference calls talking to company employees than it is on selling and meeting with clients. Your company may require you to do weekly 1:1 calls or be in the field a certain amount of time, so you want to follow those guidelines, but I've never believed in having a meeting for the sake of having a meeting. At times, I'd change weekly calls to bi-weekly calls – or even cancelled them – to give my team more time to sell. Small things like this can mean a lot to employees and put more money in their pockets by allowing them more selling time. More selling time leads to higher performance.
Tip #2: Go back to the basics
Driving top results doesn't mean getting fancy with new tricks, gimmicks, or the latest and greatest new theory or concept, but it does mean getting back to the basics – the basics meaning activity: the calls, appointments, and closes. As simple as it sounds, it's easy to lose sight of this as a leader because of all the hats you need to wear. You and each of your direct reports need to know their numbers and ratios. When in doubt, always go back to the basics – they work.
Tip #3: Work with top 10 lists
Every person on your team should have a list of the top 10 clients with whom you want to close business readily available and updated at all times. These are typically the largest clients that will make you the largest commissions. This list becomes a priority for the rep to meet with and close. If your rep makes multiple attempts to meet with the client with no luck, help them find partners, vendors, or other clients who can refer them in. I've seen huge success from top performers when there's a focus on targeting a top 10 list.
For more details and information about our programs and services and how you and your teams can rise to the top and be part of the elite, go to www.EliteSalesLeaders.com and watch our video – “How Elite Sales Leaders Drive Top Results” – at https://youtu.be/UBxa8ScLipY. Don't forget to like us on Facebook and share your comments. I look forward to hearing how you rise to the top and join the elite!