3 Reasons Your Sales Team is Failing
Your sales department is the most important part of your business.
If you can’t sell anything, you aren’t going to make any money, that’s obvious. While other departments, particularly marketing, feed into your sales you still need to make sure that your sales department is the bets that it can be. If you’re launching new marketing campaigns and really pushing for sales and they just aren’t coming, you’ve got a big problem. Understanding why your strategies aren’t working is the first step to fixing the problem. If you’re at a loss, these are some of the reasons that you can’t make any sales.
You Aren’t Using The Right Tools
There are so many amazing sales and marketing tools out there that can help you to track customer trends so you know what works and what doesn’t, streamline your buying process, and reach out to a wider customer base. If you aren’t making use of those tools, you’re putting yourself at a disadvantage. The best one on the market right now is Microsoft Dynamics 365. Why Microsoft dynamics? Firstly, it integrates well with Microsoft Office which is the software that pretty much every office in the world is using which makes things a whole lot easier for you. It also gives great analysis of your past sales so you can work out what you did right and what didn’t work so well. On top of that, it has great security to protect customers personal information and credit card details which is increasingly important for businesses these days as cyber crime is on the rise.
If your sales staff are working on commission, you’ve probably got a cap on how much they can earn. Most companies do because they don’t want to be paying out a fortune in wages every month. But the thing is, once your staff hit their cap, what incentive do they have to drive sales? None is the answer to that. They aren’t there out of the kindness of their heart, even if they’re loyal employees, they still want to get paid. What you’ve got to remember is that the commission you give them on a sale is still less than the value of the sale so you’re still making a profit, no matter how much commission you’re paying. Take off the caps and you’ll see your best sales staff working a lot harder and bringing in a lot more money. They’ll also be a lot happier which encourages productivity as well.
You’re Hiring Wrong
Being a good salesperson is a very distinct skill and only a few people can do it well, but employers don’t often realize this. This is a particular problem in phone based sales because employers will hire somebody that has good phone manner and organizational skills etc. Those things are all important but if they don’t have the natural sales talent, they won’t be effective. You need to be hiring people with a lot of sales experience and look for the kind of person with the charisma to be successful in sales.
If your sales department just isn’t getting results, it could be for one of these reasons.