Sales 101

I'm noticing as I work with the various Service providers, they have lost the basic Sales DNA. I am going to focus on mapping out the basic steps to building and running a sales organization over the next few months.

Sales people first must know why they are there. What is their story? What are their goals? What does the next 30/60/90 days look like? What is the 5 year plan?

Sales people must know the company story. The "elevator pitch". If I run into you in an elevator, can you tell me in 60 seconds, what your company does and why customers want to work with your company.

Know the products! It is surprising how many sales people do not know their own products. They don't even use their own products. This is a Sales Management problem. This come from Sales Leadership not asking the tough questions and not holding people accountable.

Know your territory! Where is the potential business. Know the companies throughout your territory through the art of prospecting and networking! You must enjoy meeting people and hearing their story. Remember the old analogy, "You have two ears and one mouth, use them at that ratio" Listen twice as much as you talk.

Get great at setting appointments! You are not selling anything here, just meeting people, and showing them something new.