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Here it is a question that the seller should have an understanding of how it can reach the aim laid down for its. And here will enter as knowledge of technologies of the sales, allowing to influence decision-making by the client. I.e. that at the expense of what we can raise internal motivation. And presence in “his head” of the scheme of search and attraction of clients, i.e. how it can influence increase in volumes. For example, if the seller does not understand that to involve 20 new clients it needs to make a minimum so much calls, to spend a minimum so much meetings this purpose seems to it unattainable. And having made some calls and having received as much refusals. It completely loses any motivation to work.
There is no reinforcement of the necessary actions
It concerns the companies in which the increase in personal sales volumes in any way is not supported with the seller. And it is connected or with absence in general any binding of incomes of the seller to results. Or presence of the flexible plan of sales which constantly increases at preservation of the sum of a bonus. I.e. the seller, despite a constant personal gain of results does not increase the incomes.
At once I will tell that it will be a question of system of motivation of the sellers which main objective to stimulate increase in sales volumes. After all there can be absolutely other purposes before the company: the profit increase, increase in a share of the market etc. And system of motivation taking into account these purposes will be perfect another. But it is a theme of separate article.
So, if we need to stimulate sellers on increase in sales volumes, we need to answer following questions:
1. The seller in month, quarter, year that the company could reach the strategic problems how much should sell?
It is very important point. Since one of the basic errors is to carry out planning proceeding from that, sellers how much sold earlier. Such policy does not assume any growth. Also approaches for the companies which have reached the of “a manufacture ceiling» and for them growth of volumes not that that is not desirable, and even is dangerous.
2. How much efforts the seller to reach this result should spend?
Here it is important to understand, how much intensively should work the seller to reach this purpose. Also it is important to define in this point how work of the seller should be organised.
Here again, as a rule, there is an understanding of necessity of new sellers, or improvement of their work. And also, what sum of compensation for work of such intensity should be.
Today it is quite easy to find a good b2b connection – this is where a professional appointment setting can help you a lot.
And some general tips – today the Internet technologies give you a really unique chance to choose what you want at the best terms which are available on the market. For example, search for appointment setters. You will be surprised how fast you can find set of products and prices for them. Strange, but most of the people don’t use this opportunity. In real life it means that you should use all the tools of today to get the information that you need.
Search Google and other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and participate in the online discussion. All this will help you to create a true vision of this market. Thus, giving you a real chance to make a wise and nicely balanced decision.
P.S. And also sign up to the RSS feed on this blog, because we will do the best to keep updating this blog with new publications about appointment setting industry.
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