TIPS SELLING TIP


Territory Alignment in Disguise Sales leaders often misdiagnose poor territory design. Here’s a look at some common territory-alignment prob- lems that are often misidentified. • Targeting: Marketing complains that the salespeople in Dallas follow up only on around 10 percent of the great leads passed to them – and market share in that city remains low. A targeting problem? A lead-quality problem? It might actually be a territory problem, with salespeople too busy to follow up on good, new leads.


• Hiring and Retention: One or two territories expe- rience constant turnover. A manager thinks he is bringing on experienced, highly qualified people


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to fill the vacancies, but their performance con- tinually disappoints – and many leave after only a few months. Does the manager need better hiring tools? Or is the problem a poorly designed territory with little opportunity?


• Compensation and Rewards: The reps who blew away quota and went on the award trip last year are the same ones going this year. Are they your super- star “A” reps? Or are they simply the beneficiaries of great territories? Only when territories are equal can you know who your real stars are.


• Quota Setting: A rep who had a good year is given a much higher quota for the following year. He doesn’t make it. Was quota set too high? Or is the territory already maxed out?


– HEATHER BALDWIN


Great industries are never made from single companies. There is room in space for a lot of winners. – JEFF BEZOS


VIDEO: A SIMPLE AND POWERFUL PROCESS FOR COACHING SALESPEOPLE


SELLING TIP Upselling Strategies ‘‘


The purpose of a business is to create a customer. – PETER DRUCKER


Do your homework. Monitor industry press and events with an eye toward finding ways your solutions can help cus- tomers navigate the market’s changing tides; then, use your consultative selling skills to make further inroads. Develop relationships. Actively seek out other buying influencers within the major account. Create a blueprint for understanding who and what make things happen in the target department; then, find ways to use your product or service to make connections and solve problems. Always be qualifying. With good, long-term customers, salespeople risk falling into a rut and letting the relationship plateau. Instead, treat even solid customers like new prospects – and use your qualifying skills to ferret out new needs or concerns.


– MALCOLM FLESCHNER


SELLING POWER JULY 2018 | 5 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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