I see many postings by companies looking to hire sales professionals on straight commission. Their logic is that if a sales representative is good, the rep will have no problem “eating what they kill.” Sounds too good to be true, huh? Well it is, because you usually “get what you pay for.” Let’s look closely […]
Read more...Many commissions plans are easy to understand and easy to administer. Basically, they pay a percentage of revenue or gross profit for every sale. The plans encourage sales reps to sell as much as they can, driving revenue and growth for the company. When paying sales commissions, the company simply multiplies the total sales the […]
Read more...A territory plan is a sales rep’s individual strategic plan. It’s also a roadmap. It tells the sales rep where to go (goals) and how to get there (action plan). A territory plan is an essential operating tool for a sales rep and an essential management tool for a sales leader. Without it, your reps […]
Read more...Your company’s sales strategy is complete. You’ve identified the market segments and the types of companies you want to reach. You know what offerings you want to sell. You’ve got a clear message. All your sales tools and marketing programs are in place. You’re ready to go. But what about your sales reps? Without them […]
Read more...I’ve seen it many times. Perhaps you have too. Sales teams can’t find the business they know is out there. They can’t reach their prospects. Or, they reach prospects who never become customers. Or, their message is not compelling enough to get through. Often, the problem isn’t with sales. The problem is poor marketing. In […]
Read more...Great sales teams have great support! Support means more than just a good product, a phone list and a commission plan. Great support provides your sales team with the tools they need to sell effectively – goals, plans, training, systems, processes, and collateral, to name just a few. At Wallace Management Group, we work with […]
Read more...Many companies succeed by doing what has always worked for them… Until it no longer works. Markets change. You can too. Successful businesses define clear, measurable goals and develop strategies to achieve those goals. They plan and focus their team. Successful businesses target the right markets, the right customers and sell the right products and services […]
Read more...In my last two posts, I’ve discussed the need to assess traits and skills when hiring new sales reps. A third factor is knowledge. Successful sales reps must know your company, products and markets. Knowledge is learned through training, experience and self education. Typically, I place more emphasis on the candidate’s knowledge base when the […]
Read more...The skills every sales representative needs are basic selling skills: Prospecting Qualifying prospects Presenting Managing objections Closing, and Following up More advanced sales skills that should be developed in your experienced sales reps include: Solution selling Relationship selling Partnership sales Managing territories Managing customers Managing the competition Planning And so on Experienced sales representatives should have […]
Read more...When looking to hire sales representatives, there are three areas to evaluate in candidates, traits, skills and knowledge. This note looks at the traits you should look for. Sales representatives are the primary point of contact into your company for your customers. Customers also tend to buy from people they know and like. As a […]
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