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Sales Answer Man: How to Motivate Independent Salespeople

Q: How do I best motivate and manage an independent representative sales force and keep them focused on my product line? A: Working for a company that primarily sells through independent sales representatives is a fairly common dilemma. These reps typically not only represent your company, but other companies’ products and services. The advantages of using independent sales reps are: They have current relationships with multiple clients (end users). They…

Sales Answer Man: How Do You Nurture a Lead When the Prospect Is Not Ready to Buy?

Q: How do you nurture a lead along when the prospect is not ready to buy yet? What tips do you recommend? A: I really appreciate your using the word “nurture” in your question. One of the three most important words in professional selling is nurture, nurture, nurture! Most salespeople feel pressure to push, prod, convince and cajole their prospects into doing something. In essence, they transfer the pressure to…

Sales Answer Man: Find out Who Has the Authority to Say “Yes”

Q: “We sell our services to many companies with multiple influencers in the decision process: co-owners, partners, etc. Sometimes they have differing needs. Should we approach these prospects differently than single decision-makers?” A: Congratulations on selling to larger, more complicated clients – you are working the mature market segment! At Sandler, we talk about the “stairway to success.”  Step 1 of the stairway might be an owner who has one…

Sales Answer Man: How to Hire Salespeople Who Actually Produce Results

Lose the Gut Hire Q: We have a long sales cycle – anywhere from six to 18 months. Because of this, it takes time to understand the effectiveness of our new sales team members. We know some sales “professionals” exist who are skilled at getting themselves on a payroll only to under-perform until the guarantee runs out. Any advice on how we break this cycle? A: You are not alone….
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Sales Answer Man: Do I Approach Multiple Decision-Makers Differently than Single Decision-Makers?

Q: “We sell our services to many companies with multiple decision-makers; co-owners, partners, etc. Sometimes they have differing needs. Should we approach these prospects differently than single decision-makers?” — Paul Weber, President, EAG Advertising Congratulations on selling to larger, more complicated clients – you are working the mature market segment! At Sandler we talk about the “stairway to success.” Step one of the stairway might be an owner who has…
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