Building an Effective Sales Force Using Military Strategy

Posted by trust

June 22, 2008

When talking about merchant sales person, she asked How could I make more money if I couldn’t bring more sales to a close? I asked her what was the hardest part of the process for her and she said coming up with the words to get them to commit to the sale. I then asked her what was the most fun and rewarding part of the process for her. She immediately said, getting on the phone and qualifying leads.

I quickly set up a survey and posted it to the group of eight sales persons. This was the result:

Question – What was the best part of the sales process for you?
Phone prospecting - 1
Face-to-face cold calling - 1
Appointment setting - 2
Demonstration - 2
Follow up - 0
Closing the sale - 2
After sale service - 0
Customer service - 0

Of the eight salespersons, one chose phone prospecting, one chose Face-to-face cold calling, one chose appointment setting, two chose demonstration, and two chose closing the sale. I then asked the group to take another survey to pick the hardest part of the sales process for them. It broke down as follows:

More: continued here Posted By : Dennis Francis

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