How do you coach a team of 12 when every call lasts over an hour and by the time you have gone through the whole team once, you start back over again and the sustainment and feedback is difficult and lost?
We all know how much social media has revolutionized both the Internet and the business world, and what kind of impact it’s had on sales. In fact, Duane Morrow, Chief Marketing Officer at Primerica, described social media’s human capital power as the ability “to make your reps superhuman”. So how can you capitalize on those superhuman powers to engage your current customers? By friending or following them all on social media.
Clearly we believe that measuring Sales Activities is a key ingredient to better sales management. However, reporting data on salespeople’s doings is not sufficient to exercise control over a sales force’s performance. To truly exert influence over Sales Objectives and Business Results, sales managers must not only receive relevant data, they must know what to do with it.
Researchers wanted to test the performance claims of the kind of prosocial bonuses used by Bonus.ly. To test things, they applied prosocial bonuses to a team of sales people in a pharmaceutical company. They calculated that when a $10 bonus was given to a salesman to spend on himself, he only generated $3 in extra sales, so a $7 loss. When the salesman was given a $10 bonus to give to a colleague however, the prosocial bonus yielded an extra $52 in increased sales. Which is kinda interesting.
There are two escalating pressures in today's marketplace that are creating a need for a more disciplined approach towards sales opportunities: the need to be more specialised and individualised in dealing with clients, and the reality of competition.
With respect to observation of outside sales teams, are there other tactics to accomplish this other than joining them on a sales call? Due to financial limitations, sometimes this is not always feasible.
