R. D. Jackson has high hopes for an economic up-tick in 2020. It is an unabashedly optimistic view, but one that’s backed by 30 years of high-tech sales experience. “I wouldn’t be in sales if I wasn’t bullish,” says the senior vice president of worldwide sales, who oversees more than 30 salespeople at a telecommunications technology company.
Still, Jackson’s bullishness is tempered with prudence. “The world has changed in the last 10 years,” he says. “From 1990 to 2000 I worked in an industry where the leading companies were growing thirty to fifty percent per year.” Now, with such growth a distant memory, he says, sales managers must motivate their sales forces by encouraging them to better serve customers.
Jackson’s is not a unique case. Many sales executives are entering 2020 with tighter purse strings and an eye toward cultivating existing relationships. “Emphasis is definitely on gaining market share,” says Robert Calvin, adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business.
Sales Focus Inc. clients’ who have implemented SFI’s S.O.L.D process are building successful sales teams who are focused on gaining market share. They know it takes more than hiring salespeople who are geared toward a specific customer or market. The ideal sales candidate has to be able to sell within the existing company’s culture and be comfortable with the company’s selling processes.
Having a third party like SFI building, training and managing dedicated sales teams provides a service by experts in hiring the right sales person and an impractical, non-emotional approach and validation to the company’s choices. Utilizing a sales outsourcing organization to hire the ideal sales candidates will easily pay for itself by reducing costly turnover and bringing on board strong salespeople who can get up to speed and produce revenue quicker.
Most sales manager have been given marching orders to look for new ways to keep costs down while boosting productivity. The answer is not that difficult. Cut back on marketing aids and print marketing material. Most of the time when a salesperson is phone prospecting and hears “send me literature” it just a polite way for the prospect the get the salesperson off the phone. Stuffing a large envelop with every piece of company literature to have it tossed in the circular file is very expensive. Use your literature as “leave behinds” that support and review what the salesperson presented. Another way to cut cost is reduce or eliminate direct mail campaigns. Response rate has dropped from 1 to 2% to 1 to .5%. Less than 25% of those who respond are qualified.
One key to success in 2020 is to have your sales people be your competitive edge. They are the major difference between your company and your top competitors. The best way to assure that competitive advantage is provide your sales team with “advance sales training”. Tactics and script training has very little value. What works is training that deals with buyer behaviors, psychology of selling, and better people skills.
Another key way to improve the sales effort is to reduce the amount of “no pay” activity of your sales team. Think about it, which is better, a sales person spending 2 hours preparing a report that’s only purpose is to support the sales manager at a monthly meeting or spending those two hours researching the next two companies they are going to call on.
Sales Focus Inc. is an outsourcing company that focuses strictly on sales, generating revenue for our clients, not just leads, but closing deals! We help our clients during theses difficult times to take business away from the competition. In down economic times focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.
Sales Focus Inc. Pioneered the Sales Outsourcing Industry and has the most effective and proven process S.O.L.D.™ in the industry. Our process has been implemented in many Fortune 500 companies along with small and mid-sized organizations in all industries.
Building Intelligent Sales Solutions has been our only focus since we pioneered the Sales Outsourcing industry in 1998. Sales Focus Inc., (SFI) has generated well over $10B in revenue for our clients, utilizing our repeatable S.O.L.D.™ process, which allows you and us to build dedicated sales teams focused on growing small & large companies alike.
Intelligent Sales Solutions
Focusing on client acquisition, building and launching dedicated sales teams on a national level, all while reducing the cost of sales is what makes Sales Focus Inc. (SFI) unique. We create repeatable and sustainable business processes designed to bring sales results in a short period of time. SFI is able to provide a dedicated sales team across the country or across the globe to meet the needs of each individual client. Our sales representatives are thoroughly trained using our Sales Master Training Program for both tactical and strategic solution based selling. Sales Focus Inc. is committed to providing our clients constant sales intelligence in the form of daily, weekly and monthly reports, allowing for our clients to own the customers. Whether our outsourced sales teams are feet on the street or inside sales, Sales Focus Inc. is committed to driving down the cost of sales, generating immediate revenue and building “Intelligent Sales Outsourcing Solutions”.
To find how we can build a team of Sales Hunters for your Business visit us at www.salesfocusinc.com or call 410-442-5600.