How to Train and Manage Your Sales Team
Raise your team from lowly clerks to the top of the selling mountain!
They’re the most important factor to your success and yet, many business owners put their employees on autopilot. If a sale was made, it was good but there was very little pressure.
But in these days when every penny counts, you need to close more sales. And that isn’t going to happen unless you know the secrets to managing your sales team.
Why?
The days of going out to shop just to have something to do are gone. If there’s a customer in your store, they want to feel better about themselves – that’s why they shop. And it’s why they truly want to buy from you.
That’s why you need your sales team at the top of their game! Otherwise they will turn the customer off and rob you of the profit you desire. They need to be focused on the customer and adding value — not stocking shelves and finding something to keep busy.
In this session, you will learn how to:
- Find the type of products customers need to be “sold.”
- Work a sales system that delivers consistently high check averages.
- Avoid the worst deal-killer phrases when making a sale.
- Use the right reports to judge your employees’ performance.
- Keep your crew competitive, confident and engaged.
- Use simple tools to let each employee know exactly where they stand compared to the rest of the team.
- Determine if a sales person just needs more training, a boot in the butt or be shown the door.
- Offer the rewards that work best for contests and bonuses and skip the worthless ones.
- Prevent a sale from falling apart.
- Conduct a performance review, how often you should give one and how that affects an employee’s pay.
- And more…
What do you want your sales team to do? In short, they move product. Don’t care if they’re nice people, really need a job, happen to be a relative, or if you would want to have them over for holiday dinner. This is the presentation that raises your team from lowly clerks to the top of the selling mountain!
You know your material and the challenges and reactions that people will present when they do not want to make the change or do the work to retrain themselves and their staff, that is invaluable in countering the arguments and objections.
You have a great ability to command attention and get people involved, I also felt like some people who would normally be reluctant to ask questions really opened up and shared the challenges they were facing in rolling out the program. My only regret is that we didn’t do it sooner.
Kurt Rachdorf., Senior Manager, Retail Operations LEGO
What fun we had working with you at our convention! I have been working with keynote speakers for more than I care to admit and you truly had an understanding of their business, the day-to-day competition they face and the steps they need to take to compete. Many of our dealers have commented on the appropriateness of your speech and the fact that they would have loved to have heard more.
Nancy Jewell, Husqvarna-Viking
We brought Bob to Portland during the economic crunch as a way to help our our small business advertising partners and to help us reach out to new businesses. His positive, energetic message emphasizing what they CAN do to improve their business was a strong antidote to the harsh economic news. Several members of our sales staff also commented that they felt energized and better equipped to tackle their tasks after hearing Bob.
Judy Rooks, Strategic Marketing Manager, The Oregonian Newspaper
