Why? Since the typical sales pro nowadays is a top paid service individual. Yep, I stated a top paid support individual. I understand that from spending a great deal of time together with sales specialists within the area. More info https://www.openbookexam.org/
This is what businesses wish to have occur. They need their client base to develop so that they can disperse their prospective over as many clients as you can. This makes a whole lot of sense and that I understand that the majority of us need the exact same thing. The more clients we have the safer and better we are.
The catch is that sales specialists and many firms do not really do this. The typical sales pro spends the great majority of their week in supplying some kind of customer services. They’re following up on requests, making visits, speaking with end users, taking people to lunch. All fine and significant actions, but this isn’t growing the client base.
If you’re in direction, consider what your field sales staff is performing. If I’m wrong about your people, great! Your organization is growing and is going to be much more secure than the competition. But, I understand that many sales people are out there performing customer support much too frequently.
There are two reasons this occurs. The first is that the reward system. If sales individuals are rewarded for brand new clients, you’d receive more new clients. It does not require a rocket scientist to understand sales people go where they’re rewarded and the distress is your least.
That brings us to reason number 2, without any Prospecting abilities. When sales people don’t have any Prospecting ability, they feel really uncomfortable making Prospecting calls. We are all aware that if sales people feel uneasy about anything, they won’t do it. This, obviously, means they are not bringing in new clients, because Prospecting is the crucial first step in getting new clients.
So let us return to our assumption. The typical sales person isn’t making Prospecting calls – they’re providing customer services. Because of this, the client base of most businesses is remaining pretty much exactly the same as it’s been. Except for the typical losses.
If your clients are having a excellent year, then they’re going to order more goods along with your sales will appear. Otherwise, sales will return. As I have stated in this forum several times before, placing all of your hopes on the operation of your clients’ sales groups and businesses isn’t something you may see educated at The Harvard Business School.
And in this market, that’s a really risky situation to end up.
The easy solution for this is two fold. To begin with, train your sales people to Prospect and reward their successes. Instead of the regular sales presentation training this past year, instruct them to Prospect so they’ll have somewhere to use that demonstration training.