Tuesday, January 28, 2014

4 Immediate Steps to Fine Tune Your Executive Selling Machine

Are you, along with over 50% of those companies surveyed, suffering from rapidly increasing sales and marketing expenses?

These increased costs quickly eat into your margins and negate the profits you had hoped to achieve. It is time to fine tune your executive sales “machine” so you can reduce costs and realize greater profits.

  1. Know your sweet spot and identify your ideal customer so you win more often, as well as establish a repeatable (and more economical) sales process. You won’t waste time or money on chasing deals that are either unlikely to succeed or are just one-of-a-kind.
  2. Use your resources more effectively. Send specialists in early and then rely on generalists to pursue and clinch the deal.
  3. Train back office personnel to do as much as possible to support the sale on the front- and back-end so salespeople are reserved to do what they do best.
  4. Make sure your compensation is aligned with and supports the sales team’s business goals.

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