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Regardless of industry, personality, or individual goals and motivations, all top-performing sales reps share an appreciation for company-sponsored investments in their career advancement. Look over this list of initiatives for 2013. Think about which ones would pay the greatest dividends for your sales group.
Have each sales rep create their own sales contest
Contests help reps focus and challenge themselves. Limit the money ($500 or less) and the duration (no more than 3 months). Direct the salespeople to focus on an area where they know they could do a better job.
Incorporate social media into prospecting
Sometimes new information is more readily accepted from a peer. Ask one of the more technically-savvy reps to share their social media practices for networking and cold calling with the group. Hold the other reps accountable for incorporating at least one of the ideas into their prospecting methods.
Participate fully on LinkedIn
Make sure that everyone in the sales department has a current, professional profile on LinkedIn. Include an up-to-date appropriate photo. This on-line message of consistency and professionalism encourages customers and prospects to recommend and do business with your organization.
Hire a photographer
Some photographs posted on line for professional purposes might discourage others from networking or doing business with an individual. Select a date, agree on the attire, and have each member of the sales staff pose for a business head shot. Boston area businesses - consider contacting Denise Passaretti.
Invite an industry expert to speak at a sales staff meeting
Top salespeople continuously revisit and upgrade their sales skills as well as their industry knowledge. If your company designs games and toys, bring in an expert on consumer buying habits. Reps use the information learned to start interesting conversations with and ask more insightful questions of their customers during sales calls.
Praise each salesperson for one sale in particular
Review the sales reps' closed deals for 2012. Focus on those sales that proved difficult to secure - such as the one that looked like a lost cause at one point, or another that suddenly stalled for no apparent reason. The recognition will be appreciated.
Spend more time with the top producing sales reps
Whatever percentage of your time gets allocated to the superstar(s) on your sales staff - increase it. Great salespeople (for reasons I've never really understood but have come to accept) rarely ask for assistance - but almost always accept it, whenever it's offered. Time spent with them pays big dividends.
Identify an "up and comer"
Consider the solid "B" players on the sales staff. Who among them might become an "A" player? Identify their strengths and weaknesses. Sign them up for some targeted training. Have them work with the "A" players on a regular basis. Meet with them frequently. Watch them flourish.
Thank someone in another department
Everyone in your organization needs to work together to make sales happen. Think about those fellow employees who went above and beyond for sales. If you can, buy them something thoughtful or present them with an award at your 2013 sales kickoff. Make sure they know how much you appreciate what they did.
Enjoy the holiday season with family and friends!
Suzanne
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