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038  My Sales Suck

3 Massive Mistakes Even Smart Business Owners Make That Keep Them Frustrated About Sales!

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Subject:  Selling

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 3 points and their effect on your organization

 

1/         Are your sales people doing what technology and administrative people should be doing, and not what sales people should be doing?

            Sales people need to be either on the phone or out at appointments. Automation of proposal and contract pieces is also critical.
            Reps should be using mobile apps that make their work easier and their effort more effective.

 

2/         Are you hiring the wrong people and not cutting them before you should?

            Do your prospective reps take a personality test before you hire them?
            If they will have to make calls – are you testing them?
            Have expectations been extremely clear – both yours and theirs?

 

3/         Do you lack a sales process that keeps sales people productive and accountable?

            Are you pursuing your target market?
            How do you qualify a lead, and then what do you do?
            CRM?
            How do each of these contribute to the process? How do they work together?

 

 

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