Checklist for Sales

Every organization is different and most sell either products or provide services. Sales success is what sustains your business. Most salespeople have a preference for selling either products or services. Identifying and hiring the right salespeople for your business is one key to your success.

Many companies require sales applicants to provide a documented track record for sales of a product or services in a related industry. However there are other businesses with broader needs for salespeople who can sell ice to Eskimos. How do you determine what your specific needs are? One way is to examine your past sales successes in order to develop a sales success list. This list may be long or short. Simply ask yourself:

1. Are you business-to-consumer (B2C) oriented or business-to-business (B2B)?

2. Are you in a business where sales come from making a large number of contacts or from establishing relationships?

3. Does your business depend on first impressions (impulse) or on needs analysis (consultative)?

4. What kind of sales presentation is required? For example, is the presentation made person-to-person, over the phone, online/Internet, or ‘by appointment only’?

5. Are you dependent upon a ‘closer’ for sales, or do orders arrive as the result of contacts made during the sales process?

Now that you have determined your sales success list, use it to improve the interview, hiring and training process.

Listen, for example, to candidate’s sales success stories during your interview process and determine whether their experience aligns with your sales success list. If you are new to the interviewing process, begin by seeking proven salespeople possess knowledge of or enthusiasm for your business, products or services. Experienced individuals lacking industry or product knowledge can be trained and educated to perform, and real enthusiasm can go a long way in contributing to sales success.

Many companies provide internal sales training. This is a viable way to build your sales force and ensure your company is represented in the manner best prescribed in the training; however this can be costly and time consuming. First determine whether your business has a budget for this expenditure. Sales training may be done on site, online or in seminars. A combination of sales training programs is generally recommended.

Companies have their own cultures. Sales success requires not only hiring a person who can promote your product in the marketplace, but also one who can sell himself to others within the company. Finding salespeople who fit your business, get along with the team, and contribute to the company’s overall success with shareholders, co-workers and customers is an absolute must.

Candidates’ sales skills can be reviewed and measured in a number of ways. Resumés come first; a successful salesperson’s resumé should list detailed professional accomplishments. Next may be the sales profile; this tool provides insight into an individual’s personality, preferences and character. Profiles are designed to show one’s overall disposition to Sales, as well as other aspects related to performance, such as how one is motivated, whether one is organized, and so on. The personality profile can also provide information to assist management in supporting the salesperson on a day-to-day basis.

While this tool is helpful, it should be used as just one part of review process. It should not be the only tool used to eliminate experienced sales candidates with successful track records. In my opinion, when professional profiling is applied to a potential employee it can count for only 1/3 of the evaluation, with the remaining 2/3 split between how well the person presents himself or herself and how well he or she executes the steps in the sales process. In some cases product knowledge, industry contacts, references, and experience may be the most important criteria in evaluating a new sales person.

Working with a firm that specializes in finding Sales or Sales Management personnel for business is another excellent way to find the most suitable candidates for your company. His type of firm can assist you in discovering and evaluating your specific requirements, preparing the sales success list, and then locating the best salespeople to serve your customers and your organization. A recruiting firm may also act as a second set of eyes and ears when your business is seeking to hire talented sales candidates or to screen others.

Sales are fundamental to your business; hiring the right salesperson is essential to your continued success. It is worth investing time and energy to prepare your own sales success list. Whether it is simple or sophisticated, you can keep a sales success list so long as it is working, or make changes according to your business’ needs.

This article was written by Marilyn Sander. brought to you by Raz Chorev, Continuity Programs Australia

Become a professional salesperson

What makes a professional?

What do we mean when we say a person is a “professional”? Basically, we mean five things. As I list these five attributes of a professional person, ask yourself if these are not also the five attributes that make a successful salesperson.

First, a professional person has specialized knowledge and skill that enables him or her to render valuable service.

Secondly, professional people maintain a unique relationship with their clients.

Thirdly, professionals render services for which people are willing to pay. You might hit the ceiling when you get your doctor’s bill, but when you need treatment you are willing to pay for that service. Effective sales people can expect to be paid for their services.

Fourthly, professional people are held accountable for the services they render – or fail to render. They are expected to maintain certain standards. Professional salespeople know that they are accountable to the company, to the customers, and to themselves.

The last attribute of professional is that they have a professional attitude. They know that what they do is vitally important, and seek to do it to the best of their ability.

Isn’t that a perfect description of the professional salesperson attitude?

It’s this simple! If you’re going to be a successful salesperson, you need all of the attributes of a professional. To become a successful salesperson, you must become a professional salesperson.

The first step of any professional group in gaining respect from others is for the people in that profession to respect themselves and what they do and to respect others who practice their profession.

HOW TO BECOME A PROFESSIONAL SALESPERSON?

Right now, let focus on what it takes to become a professional salesperson. How do you develop techniques of professional selling?

ATTRIBUTE #1

Professional salespeople have specialized knowledge and skills that enable them to render a valuable service to their clients or customers.

Professional salespeople take advantage of every opportunity available to them to learn as much as they can about their business, their products, their companies, their profession, and their competitors.

They study their customers and seek to clearly understand their needs and desires. By understanding those needs and desires, they are able to render valuable services to their customers. The real professional understands what motivates a person to buy – and that is highly specialised knowledge. Professional salespeople know their companies and the products and services their companies can provide. They know that often the difference between making or losing a sale is how much they know about what they have to offer their customers. A highly successful salesman once told me, “I pride myself on knowing more about my company and its products than any other person alive.”

There’s another thing I’ve notices about successful salespeople – they are constantly sharpening their sales skills.

Armed with the knowledge that for today they have mastered all of the specialised knowledge and skills they have had the opportunity to develop, they go out to make their calls with self confidence.

Professional salespeople believe in their knowledge and skills and only question them in their efforts to hone them to an even keener edge.

ATTRIBUTE #2

Professional salespeople maintain a unique relationship with their clients or customers.

They know that their customers rely on them for valuable information which they need to make important decisions; they know their customers expect to be “sold”, and they are deeply committed to the customers’ best interest. You won’t find them begging for an order because they need a commission check, or trying to chisel the customer out of a few bucks – and you won’t find the professional salesperson being apologetic about his or her enthusiasm

Professional salespeople value that unique relationship they hold with their clients and seek to establish trust and respect. The real pros in selling build trust through dependable and cheerful service, loyalty, sincerity, and by genuinely protecting their client’s interests.

You can always tell the Professional salespeople because their customers buy from them again and again, and recommend them to their friends.

ATTRIBUTE #3

Professional salespeople render a service people are willing to pay for.

Sales is such a vital function that most companies are glad to pay commissions and bonuses, or salaries, to get it done. And, most customers recognise that a part of their purchase price goes to pay salespeople.

Professional salespeople have the confidence that they are paid – sometimes very well –for rendering valid services.

ATTRIBUTE #4

Professional salespeople are accountable, but self managed.

When a salesperson calls on a customer, that salesperson becomes the official representative of the company. Since the reputation of the company or service organisation is on the line with every action by the salesperson, the company feels it has the right to hold them accountable. Most successful salespeople accept reports as a part of the territory.

ATTRIBUTE #5

Professional salespeople have a professional attitude.

Successful salespeople take pride in what they do! They maintain a positive self image and a strong sense of self confidence!

They are resourceful in finding prospects, in making presentations, and in solving problems.

They give a sense of responsibility – you can depend on them.

And Professional salespeople are open to learn and eager to grow. They are constantly reaching out to tackle new challenges.