Catch Salespersons Doing Things Right

In Sales Management, the Manager has two options sales strategy

    Catch his salespersons doing things wrong and penalise them

    Catch people doing things right and reward them

I strongly advocate that all Sales Managers should follow the technique of “Catch Salespersons Doing Things Right”. Why ?

    Your outlook as Sales Manager becomes positive. cold calls training

    It is always a bigger challenge to catch people doing things right in comparison to catching people doing things wrong.

    People doing things wrong understand better when “doing things right” is rewarded.

    When you ignore those who are “doing things wrong” the ones who are not willing defaulters tend to Learn and improve.

    The percentile of salespersons “doing things right” is always less. Hence less energy of Sales Manager is invested to get better results sales growth

I am reminded here of a book called “Whale Done” written by Ken Blanchard. This is a book about a trainer who trained whales in Thailand for a zoo. He used to give the whales who performed his tricks correctly lot of fresh fishes to eat. The ones who ignored or failed to perform his tricks, he used to quitely deny them the right to eat the fresh fishes. Some of those whales who failed went back to complete the task and happily enjoy the fresh fish which the trainer used to feed them with at the end of completion of the task sales audit.

It is important to note here that the fishes were fed as soon as the whales performed the tricks rightly!

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10 Points all Entrepreneurs must know about Sales

1. Define your TG (Target Group) as clearly as possible in terms of Income graphics, Demographics, Psychographics & Firmographics .

2. Demand Forecasting and Target Setting is a scientific process and should not be done under an euphoric outburst.

3. Tactical planning and Strategic thinking cannot be done by sit ting in offices. Data obtained first hand on the field is the only way to prepare a Go-To market plan.

4. Salespersons are not magicians who can do what you cannot do. Please do it yourself before you ask your salesperson to do it. e.g. If you give a monthly target of 30 units of sales per month for a specific salesperson , you should be able to sell at least 2 units per day before doing so.

5. Sales Teams need a Sales Manager to be managed. In a start up , the CEO has to perform this role. Learn Sales Management be fore you venture to do so.

6. Support your sales person by actively investing in Lead Genera tion , Complaint handling, Reference Selling, Supply Chain Lo gistics, Customer Service and Quality Assurance.

7. Ensure that you have statutory budget for Marketing in terms of percentage of gross sales done. Brand building is a conscious ex ercise and cannot be taken up after one has earned enough money.

8. Rub shoulders with Salespersons on the field. Do everything possible to ensure that the salesperson is coached.

9. Empower the salesperson to take some decision on the field rather than moving up and down ever since.

10. Believe in the religion of sales.

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