If you run a sales business, whether it’s online or in a brick and mortar store, product based or selling services and option, the key to your success is of course sales. You’ll spend time creating the right products, thinking about marketing and business strategies. You’ll give careful consideration to your website and the décor of your store. You’ll spend hours ensuring that you find the right staff, who believe in your company. And you’ll literally pour your heart and soul into your business. But, if you fault to hit the sales targets that you need, it will quickly all come crashing down.
Sometimes, businesses miss their targets for obvious reasons. The products aren’t right, or the market as a whole is experiencing a downturn. For the most part, it’s easy enough to bounce back with just a new focus and a big push. Other times, the reasons aren’t clear. As far as you can see, everything in your business is right, and your products should be flying off the shelves. You’re left scratching your head wondering what is going wrong, and not knowing what’s wrong means that you’ve got no idea how to fix it. Let’s take a look at some of the reasons your sales team aren’t selling as you’d like.
No Work Behind the Scenes
Sales isn’t just about the man on the shop floor. It’s very much a team effort. A sales operations team or strategy can do the back of house work. They can research markets, set realistic goals, study sales data and give you a more detailed view of what you need to sell, and how you can do it. Give your man on the shop floor (or behind the website) the tools he needs to do his job well.
A Lack of Product Knowledge
So, you’ve got the best product in the world on your shelves, but that’s very much where it’s staying. Could this be because your staff don’t know enough about it? It’s hard to convince people that something is fantastic without the knowledge to back your claims up. Give your sales team company and product knowledge. Teach them the story behind your business and your products. Train them on how to use things and let them get some hands-on experience. It’s always easier to sell something that you know inside out, and that you believe is a good product. The public isn’t stupid. They can smell sales patter a mile away. Give them the knowledge that they need to make their sales pitch authentic and genuine.
No Desire to Improve
One issue many employers face is an unmotivated workforce. They employ part-time staff who just want to make an easy wage. They don’t care about selling, or improving at their job. They just want to clock in and out and collect a paycheck. You can change this by first hiring the right people, but also by making it worth their while. Offer training, promotions and bonuses. Turn your company into a fantastic workplace, and you’ll attract and keep the best staff.