Sales teams are more successful when they have structure

A true sales manager can lead any sales team irrespective of the technical nature of the product or service. An able sales person has stronger sales skills than they do product knowledge. This is not to say that product knowledge is unimportant. It clearly is, but without sales skills the sales person gets bogged down in product detail. Product detail is unlikely to make the sale. If it did, you wouldn’t need sales people to begin with.

Sales effort frequently gets caught in a rut by going after the same customers using the same tools. Strong interface with a forward- looking marketing team can break this cycle. To enable a business to grow, more business is required from existing clients and new business is required from new clients.

I offer sales advice including:

• Selecting the most appropriate team
• Structure of pay plans
• Defining territories
• Acquisition retention and growth strategies
• Roll out of new products
• Training of the sales force
• Sales Manager/Director up skilling
• Mapping sales processes
• Creation of sales manuals
• Development of Sales Management manuals
• Sales Team mentoring
• Sales Training