If you have been reading the last 3-4 articles by now you should have a good understanding on why you would outsource LVAs, (not sure what this is …hmmm… either you have a poor memory or you have not read the article, go back and do it), and why you should invest in training your staff.
Note that outsourcing and having staff are not necessarily mutually exclusive; they can overlap.
I know I need to train my team but where do I start?
So let’s begin with the assertion that you know you need to train your staff but you aren’t quite sure where to start. If that’s you, then you will find this article particularly helpful.
Conceptually you should begin the training in areas that will bring you the biggest return on your investment.
Some examples of areas where your staff (and your business bank account) will benefit from training are:
• Learn how to up sell and cross sell your customers comprehensively
• Know how to better qualify your customers in terms of their budget to spend; their decision making processes; the timing of their intended purchase and, importantly, do they in fact have a real need for the products and services that you offer
• What to say when a phone enquirer asks about product/service prices
• What to do and say when someone asks for a quote
• To discount or not to discount, that is the question
• How to properly package goods and services to optimise average dollar sale and your gross profit margin
• How to better manage inventory levels
And I could go on, but you get the idea.
There are many areas in your business where you are leaving money in your customers’ pockets because your staff are not doing these things correctly.
Sure they may do some of them, some of the time.
But I can guarantee you they are not doing all of them all of the time and especially not with the optimal execution to ensure that your customer is delighted and you as business owner are optimising your sales and gross profit margins.
One of the biggest enemies of the productive use of time in your business will be the failure of your staff to properly qualify your customers before they endeavour to make a sale.
Examples of Poor Qualification:
1. This week there will be many real estate agents/sales people across the region who will chew up lots of their time and their vendor’s time by showing homes to buyers who have not been properly qualified.
2. This week there will be field sales people in many industries who will be out and about plying their trade and they will not properly qualify their prospects BEFORE they go and invest their commercial time in preparing a proposal and then going back to present it. And they wonder why their ratio of closed/written business to sales presentations is so low!
3. This week there will be companies large and small in industries that are accustomed to submitting RFPs (Requests For Proposal) or RFTs (Requests For Tender) that will spend countless hours costing jobs to submit their tender/quote knowing full well they won’t get the job or in some cases they don’t even want.
Hello????? Is anyone home … Each of these examples are sure fire ways to detrimentally damage your businesses profitability.
And in each case a structured, strong qualification process could save all parties lots of lost time and result in more productive use of time and more profitable sales!
As a business owner that is what you are looking for (among other things) is it not?
Do The Math:
• If each of your sales people could improve the GP% of their sales by 5% what would that mean to your business bottomline?
• If each sales person could improve their ratio of closed/written business to sales presentations from, say, one sale to each four presentations to two sales for every four presentations done, what would that mean to your business?
Would it be an extra $50,000; $100,000; $500,000 or more in sales per salesperson per annum? What does that mean for you and the choices you can make?
Go on, do the math, substitute your own numbers and you’ll probably scare or depress yourself thinking about what you are missing out on; and you might even excite yourself thinking about the possibilities – assuming you could bring quantifiable change to bear in your business.
Need Help?
The Right Team in association with The Top Gun Business Academy and their world renowned online, interactive, fully coached sales programs might be just the ticket.
If you qualify (you must have a field sales team of at least 5) and you are serious about your business - the programs come with an iron clad guarantee that as long as you follow and implement the program - you will increase your sales by 30% in 90 days or your money back.
We can’t be fairer than that – can we?
Interested? Drop me a line – click below to email me direct
paul@rightteam.com.au | 
