Motivating and mobilizing your sales staff takes more than just a few pats on the back and inspirational speeches. Your sales representatives need expert training and guidance to achieve their goals in the consumer marketplace. The right business coaching solutions go beyond pep talks and incentives to drill down to the key obstacles and challenges facing your team. Investing in sales training in Houston can give your company a competitive edge, allowing you to enjoy greater profitability and productivity in this fast-paced metropolitan area. Here are four proven tips for boosting the effectiveness of your sales staff in the modern economic environment.
Target the Middle
Rather than concentrating your efforts on the top and bottom 20 percent, aim for the 60 percent in the middle of your sales team. It is usually in this area of your workforce that the greatest improvements in productivity and sales can be achieved. Top sales performers typically have already acquired the skills and knowledge necessary to maintain their success in the working environment. In most cases, the bottom 20 percent of your sales team require remedial help before they can derive benefits from the training available from a professional Houston sales coach. By focusing your efforts on sales representatives who are currently achieving moderate success, you can make the most dramatic impact on sales and profitability for your business.
Collect the Data
Tracking the sales achieved by your Houston business can pay off in a number of important ways:
- This information can be used to assess your current marketing strategies and to devise new, more effective ones.
- Data can also be used to determine the most popular seasonal products and categories in your business, allowing you to maintain a targeted inventory of items most likely to sell at various times of the year.
- Measuring the performance of the members of your sales team can allow you to identify issues with sales tactics and can help you determine where your training budget can be best spent.
By collecting and compiling statistical data on these elements of your business plan, you can ensure the most effective response to consumer demand for your products and can provide your sales representatives with solid support for their ongoing efforts.
Make a Plan
Understanding what you hope to achieve when enlisting the help of a Houston business coach can provide a framework for future success. In some cases, it may be useful to evaluate your corporate structure and marketing strategies before beginning your training programs; this can help you see the big picture more clearly and can pinpoint areas where changes are necessary. You can achieve the best results by determining your priorities and planning a training course for your sales staff that addresses those concerns and challenges in a practical and hands-on way.
Work with a Professional
By retaining the services of a professional Houston sales coach, you can put the power of experience on the side of your company. The fresh perspective provided by these experts can help you to identify the areas of greatest concern as well as the most effective strategies to address these challenges. From motivational techniques to practical solutions for marketing, a professional business coach can make a tremendous difference in your company’s continuing profitability.
At Cornerstone Business Coaching, we specialize in providing expert guidance and support for companies throughout the Houston area. We use a four-step system developed by Brian Tracy over the last three decades that identifies obstacles and obliterates them, allowing your business to achieve greater success and profitability. Give us a call today at 713-530-8764 to set up an initial consultation and to begin your journey to corporate success. We look forward to the opportunity to help increase the productivity of your sales staff.