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If your
sales are slow, it may be time to evaluate your sales team and systems.
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Is
your sales team motivated by the sell itself?
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Are
team members compensated based on amount of sales and value of sale?
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Are
salaries low and incentives high?
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Are
commissions competitive?
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Do
bonuses and commissions reflect a percentage of the value of the sale?
High
salaries that aren't commission-driven are excellent de-motivators. While
the most successful sales people are driven by the sell itself, the
challenge and the reward are important to keeping people pumped.
That does
not mean that people who are apprehensive about being seen as pushy,
annoying or unsolicited will be poor sales people. With the right systems,
these people can overcome their apprehension. Use your most successful
sales person to create and document the system that works best for your
business. Share success stories with your team and offer praise
consistently.
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