Argumentatively sales is the lifeblood of a company. However, if not properly staffed and managed the sales department can also be a liability. A salesperson’s behavior can influence the market’s perception of the company. They interact frequently with clients and are the first to come into contact with a prospect.
To achieve optimal results, companies need to invest ample time and resources in hiring, training and managing the sales department. In smaller organizations, the sales department is often understaffed, consisting of the owners and possibly one or two other individuals.
This creates a company dependency on just a few key individuals. Moreover, owners or key employees are often involved in the hiring and training process which means they must forego other important duties. Therefore the risk of a wrong hire can be disastrous to the bottom line. One way to get around this issue is to get more people involved in sales related activities. There are several methods to achieving this goal. Internally all employees can participate in the selling process. Employees within other departments communicate with clients and prospects on a daily basis; customer service fields calls, finance establishes new accounts or calls on existing invoices, operations ask order related questions. With a little training these employees can learn to ask sales related questions, such as inquiring about upcoming projects or asking for referrals.
Lori educates and inspires entrepreneurs. Her company Business Simply Put provides information, advice and tools to succeed in business. Whether you are starting a company or growing an existing business, these tools will define your pathway to success. For more information visit www.BusinessSimplyPut.com or send an email to [email protected]. She loves to hear from inspired entrepreneurs!
