What's Your Plan? April 20, 2007 Companies with established sales methods sell more and have highter retention rates.
By Rebecca Aronauer
Ask any sales manager what his goals are for his sales team, and two of the most common answers will inevitably be having more sales reps meet quota and lowering staff turnover. A new study by the TAS Group reveals employing a sales methodology can help sales managers achieve both of these objectives. The survey of over 500 sales professionals proves what most executives should already know: Their reps need a plan of action.
TAS found that companies that give their sales staff a concrete plan to close deals experience 39 percent less turnover. Their salespeople are also more than 50 percent more likely to meet sales expectations.
Donal Daily, Dublin–based CEO of the TAS Group, describes a sales method as a sequence of best practices reps should use with their customers that provides them with the tools to address prospects' unique needs.
"One reason people aren't successful in a sale is that they don't understand what the customer wants," he says. A good sales method helps reps figure out how to sell to their prospects' needs. "Best practices help people understand the business problem the customer might have," he says.
The results of the TAS survey reflect the obvious: When a company gives its salespeople the tools to succeed with a deliberate sales methodology, their salespeople will do better. When salespeople succeed at their jobs, they make more money and are more likely to be satisfied with their company.
Of course, recognizing the importance of a sales methodology and incorporating one are two separate things. Here are simple ways to ensure your sales staff follows the process:
Make sure managers are setting a good example by employing the same customer-focused guidelines that they want their reps to use.
Publicly praise sales reps when they close a deal using the established sales method. Commending sales reps for succeeding with the set process is a good way for managers to reinforce the value of the methodology.
Align your marketing campaign with your sales strategy so prospects know that their needs will be addressed.
Sales reps feel the most pressure to drive bottom-line revenue, so sales managers should make sure that their reps have all they need to meet those demands. A good sales method can make the difference between a frustrated seller who fails to make quota and a rainmaker who exceeds it. —Rebecca Aronauer
Sales & Marketing Management Magazine
This article is brought to you by Sales & Marketing Management, the leading authority for executives in the sales and marketing field.
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