Building a Sales Team

Element 2: Create Your Sales Organization

Posted by David Wallace on November 20, 2019

There are 8 Elements of Effective Sales Management Element 2: Create Your Sales Organization How you define your sales organization depends on your strategy – what you’re selling, where your target market is, who you’re selling to, and how you plan to reach your market. You may need an inside sales organization that focuses on lead […]

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What do you look for in your sales reps?

Posted by David Wallace on July 29, 2019

Sales representatives bring a lot of skills and qualities to your company. Here’s a list of skills and qualities I think every sales rep should possess. Integrity – honest in all their dealings with you, your company, customers and prospects. Intelligence – understand their customers’ businesses, anticipate needs, adapt your solutions to meet new challenges, […]

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Inside Sales and Outside Sales – Working Together

Posted by David Wallace on March 18, 2010

When you employ both an inside sales team and an outside sales team, how do you divide your sales responsibilities? Without a clear definition of responsibilities, inside and outside sales reps can battle with each other instead of with the competition.  If they battle over territories, customers and job roles, your customer gets caught in […]

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Inside Sales vs. Outside Sales

Posted by David Wallace on February 11, 2010

Business owners and sales managers frequently debate about whether to invest in an inside sales force, an outside sale force, or some combination of the two.  With inside sales, your sales reps visit with customers and prospects via the telephone, email, and internet.  They do not leave the inside of your office, hence the name. […]

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Managing Your Sales Force

Posted by David Wallace on February 3, 2010

Five key elements help you manage effective sales teams and grow a successful business: Well-defined plans Clear communications Processes and tools Performance metrics Flexibility and adaptation Well-Defined Plans Well-defined, precise plans are roadmaps to success.  They present your goals and strategies for how you will achieve those goals.  Success follows when you develop specific plans […]

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Sales Training

Posted by David Wallace on December 18, 2009

Sales reps are made, not born.  Plus, selling is a skill which has evolved from “getting people to buy” whatever you are selling to fulfilling customer and market needs with your products.  Like elite athletes, your most successful sales representatives are always “in training.”  They are learning your market, products and competition.  They’ve been trained […]

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Sales Force Mix

Posted by David Wallace on December 8, 2009

Multiple channels exist for bringing your products and services to market – inside sales, dealers and distributors, and direct sales.  Is one channel preferred over another?  Can you use multiple channels simultaneously?  Can the different channels support one another? Channel Preference Different channels efficiently address different markets and situations. Inside sales teams effectively sell commodity-like […]

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Negotiating Job Offers

Posted by David Wallace on December 4, 2009

When you bring new sales reps on board, you need to negotiate job offers.  To drive a successful outcome, there are a number of principles and strategies to keep in mind as you negotiate. Negotiation Basics Define the limits of your offer before you begin a negotiation.  Understand what your goals are, the value of […]

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What Support Should I Give My Sales Force?

Posted by David Wallace on November 27, 2009

Honor and glory typically go to the soldiers on the front line.  In business, the front-line soldiers are your sales force.  Sales reps are in the field working with your customers, understanding their needs, developing solutions, selling your products and services.  Your sales reps drive revenue every day. But, can they do it alone?  No. […]

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When Should I Expand My Sales Force?

Posted by David Wallace on November 25, 2009

To determine when to expand your sales force, you need to ask yourself two questions: “What can I afford?” and “What can the market support?” What Can I Afford? Sales reps produce revenue. They prospect for customers, present your products and solutions, and close deals. The more sales reps you hire, the more revenue you […]

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