Milton Paris
By Milton Paris
Business owners sometimes say, “All my sales reps are stupid. “My salespeople just don’t get it. “My salespeople do not know what they are doing. “I have lazy salespeople working for me.“My business is failing because my salespeople are not making sales.”
These are remarks I have heard at my weekly Business Meet N’ Greets or from owners who call to discuss their problems. When something goes wrong, they often blame the sales rep first. But sometimes, it’s not that simple. Sometimes the problem is that the business owner does not know how to stimulate their sales force.
Lack of sales eventually could mean closing a business. In insurance and finance, salespeople come and go more than ever before, like a revolving door. Business owners are puzzled on how to keep help. Many owners I have spoken to do not have a backup plan for a poor sales team.
There is an answer to everything, I tell them. Instead of complaining, they should seek help, and I have the answer to this. If their team is not producing, it is up to the owner to work with each salesperson who is not performing and ask them why they are not making sales.
You as an owner should set goals for the company and for each individual salesperson. If you have a sales force that travels, you should go with each person and see how they work with new and old customers. Some owners do not have the time or are not qualified to be the salesperson. This is the biggest beef from the owners.
My answer is to hire a full-time qualified sales manager to work with the sales team. If this is not in the budget, then I recommend hiring a sales consultant, but not one that gives you a plan and leaves. You want one that will stay the course and travel with your sales force. From past experience, you will benefit greatly from this.
A sales consultant meets with business owners and learns their visions and goals. A group meeting with company employees and individual meetings with each sales rep follow. I have instituted bonus programs for the sales staff of my clients. Results have included a 30-percent sales increase.
I always tell all owners that there is no such thing as a stupid sales rep. Sometimes the problem is with the owners.
Milton J. Paris is president of Getting Ahead in Business, a motivational speaker, sales and marketing consultant, and management and business development.
Our Next Networking Event:
Milton Paris will host a Business Meet ‘N Greet is from 5:30 pm to 7:30 p.m. on Wednesday evening Sept. 30th with a full buffet dinner at Omega Diner at 1337 Route 1 South in North Brunswick. The cost is $13.50. Attendees will receive 10 percent off future Omega dining. RSVP required at 732-306-0040 or [email protected]
For more info, including October meetings, click on www.gettingaheadinbusiness.com
