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TIPS SELLING TIP Ten Tips to Improve Sales Force Attitude


1. Be an active listener – knowing how to be responsive and do some- thing about what you hear.


2. Understand the strengths and weaknesses of your salespeople. Don’t bluff yourself into thinking your salespeople are doing well if they’re not. Roll up your sleeves and work with them in the field so you know firsthand. Are they prepared? Do they have their time organized for maximum ef- ficiency and time management? Are they asking the right questions? Do they present well? Are they good one on one? How are their closing skills?


3. Help your salespeople gain a disciplined work ethic. By setting a good example, you can show your team how to work efficiently. Encourage regu- lar hours and check to see that salespeople are prospecting and making follow-up calls on a schedule. Discipline is a skill like any other – it can be taught and learned.


4. Never forget how important a spouse can be. Always meet the spouse as part of the interviewing process and encourage ongoing communications.


5. Know what your salespeople have as personal and professional goals. If they don’t know, help them find out. Teach them how to set goals and continually help them reach their goals.


6. Maximize the sales productivity of each person’s capabilities while creating an atmosphere of teamwork. As a sales manager, you have a unique challenge: focus on the individuality of each salesperson and simultaneously stimulate commonly shared values to keep your people bonded as a team. Your goal is to see your salespeople achieve their goals and objectives individually within the framework of the others on your team.


7. Remember, you set the standard of performance and expectation. Be proud of putting out the very best. Are you a sales manager who accepts sloppiness, tardiness, or mediocrity? If you are, that’s what you’ll get. Your people are a direct reflection of you.


8. Develop a system of recognition and reward at all levels. Don’t neglect your average performers. Although they may be taking smaller steps, they can be improving all the time! And don’t take your top salespeople for granted, either. You can’t forget them or neglect them. You need to have them share in making other salespeople more effective.


9. Be fair and consistent. Don’t play favorites. If one of your people is get- ting all the strokes, it will break down teamwork.


10. Make it fun. Discover what makes it fun for you and your sales team. If they win, you win.


– SELLING POWER EDITORS ‘‘


Good management is the art of making problems so interesting – and their solutions so constructive – that everyone wants to get to work and deal with them. – PAUL HAWKEN


SELLING TIP One Good Turn


Since helping others get what they want helps you get what you want, keep close tabs on your “bank account” of favors – the favors others “owe” you and the favors you “owe” them. To keep your “account” in good standing, always • Maintain a positive balance – do more for others than they do for you.


• Leave a suitable period of time between withdrawals. If you have to call in sick to work and ask a fellow sales- person to handle a customer delivery problem for you, wait a while before you ask that person for another favor. The bigger the favor, the longer you should wait before asking for another.


• Let others know you are mak- ing a “withdrawal” from your account by saying, “I need to ask you a favor...”


• Jump at the opportunity to make “deposits” in your ac- count. When someone else asks you for a favor, cheerfully help out whenever you can. – SELLING POWER EDITORS


SELLING POWER MAY 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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