QUESTION 1

Describe in detail below, exactly what you expect from your sales team members 

Yes of course, we expect our sales team members to achieve their sales targets every year. That goes without saying.

What I am looking for here is, for you to think about everything you need your sales team to do, so that they can:

• Smash their sales target
• Carry out all the tasks they need to complete to ensure that they follow through effectively with all the deals in their sales pipeline
• Keep deals alive and moving through their sales funnel
• WOW their existing customers
• Effectively Integrate into their customers businesses
• Consistently add meaningful VALUE to their current and future customers
• Identify and exploit cross and up selling opportunities
• Ask for and acquire referrals
• Acquire meaningful recorded testimonials
• Carry out all the sales related activities they need to perform to achieve all their sales targets

Use the above as a starting point and describe all the outcomes, you expect your sales team to achieve each day, week and month

QUESTION 2

Explore each one of the outcomes you expect and then, describe in detail, how you will measure and ensure that your sales team actually performs, all the crucial sales related activities, they need to perform to ensure they succeed, below:

Example:

If I choose one of the outcomes above, namely “Consistently Add Meaningful VALUE to their existing and future customers“.

I do the following:

• I use a system, such as my 15, 5, 3 and 1 system, where I do the following, each week:
  • I connect with 15 prospects electronically, via their blog, comment on a post of theirs or I send them an email
  • I telephone 5 prospects, with a purpose other than business, to help me to build and cement a relationship with them
  • I have a meal with 3 prospects, normally breakfast, to develop a sales relationship with my future customers
  • I give 1 prospect, a really thoughtful, low cost gift, such as an e-book or e-zine, to show them that I value them, as more than just a customer.

By having a system like the one I described above, I ensure that I don’t forget, to carry out this crucial sales task.

Explore each expected outcome in turn and describe in detail, how you will measure and ensure, that your sales team actually performs, all the crucial sales related activities, that they need to perform, to succeed, below:

Question 3

Describe in detail, below what you plan to do to support your sales team to achieve all the previously mentioned objectives?

The tools you as a leader have in your toolbox are as follows:

• You need to be the example, your sales team will emulate
• You need to develop an effective MENTORING process, to support your sales team to perform all the crucial sales related activities they need to perform
• You need to have a weekly COACHING SESSION, with each sales team member to coach their ongoing sales success
• You need to get to know, each sales team members personality type so that you can engage and communicate with them in the most appropriate fashion
• You should get them to complete the “VALUE DETERMINATION“, questionnaire on Dr John De Martini’s website, so that you know what their drivers are
• We need to support and encourage our sales team to be innovative in the way they think
• You need to communicate your VISION in a way that your team understands, so that it is easy for them to implement

Use the above ideas, as a guideline and describe, below, how you intend to support your sales team to consistently achieve all the objectives, you described previously