Improve Your Sales! My TEN-TOP Tips and Ideas to Increase Performance!

How many businesses and industries struggle with sales? Many! The common issues? Lack of leadership, lack of organization, lack of track records, not enough closure methods used, too much behind the desk and not enough field work, lack of concise goals, performance not tied to revenues, outdated contracts, old accounts, no sales strategy (and for that matter, lack of market strategy), lack of action plans and lack of consistency. Now honestly, if your not conducting sales to include it's associated tasks, then you can not expect improved sales performance. Pretty simple. Yet, many shy away or become complacent in the arena of all the "to-dos" of this department. Being in hotels, I can recall many situations where I've had to "tune up" the department. No doubt, in some cases, a sales performance may require a full "overhaul", however most cases are not that severe. This weeks topic will focus on my TEN-TOP Tips and ideas that should raise your sales performance with some minor touch up work.

First: Look at your department as a whole. If it is managed by multiple individuals, be sure the "head" of the department is pulling their weight in creating sales leads, following up on leads, closing deals and ensuring their staff is doing the same.

Second: Review your contracts...are they tied to revenue? Are there consequences that hold both parties accountable for breech of agreement? Are the comps tied to revenue? Is a clause built in to protect the company from client who does not result in original sale purchase?

Third: Hold weekly meetings to review performances creating action tasks that hold staff accountable to reaching quotas.

Fourth: Conduct random training sessions to help sales staff hone skills at qualifying, opening and closing new business.

Fifth: Follow up with clients after a sale and try to create another sale in doing so.

Sixth: Get out into the field! Be a presence within the community and business sectors. Host a speaking engagement, be a speaker on a topic of your field, attend chamber mixers, civic organizations and various clubs. Be sure to bring business brochures and cards - always be prepared to showcase and sell.

Seventh: Use technology at every opportunity - find social websites to increase sales potentials and draw new leads. Follow through with targeted RFP's at every level.

Eighth: Don't keep it easy - if sales appears too good, then make it challenging. Go after business and markets that are not using your product or service. It is likely that market strategies have not reached a potential market, therefore, new sale opportunities can be found.

Ninth: Sales is not a 9AM - 5PM job!!! Mix it up through the week and weekends! Start days earlier, later, and find opportunities where clients are available during weekends. The opportunity to sell never ends.

Tenth: Never say, "Sales is not my job". Any staff member within an organization, provided position deals with outside influences whether on the phone or in person, is a likely employee to sell or not sell your business. In hotels, excellent staff members to use for additional "sale activities/tasks" include, Front Desk, Housekeeping, Food Server, Bartender, PBX Operator, Night Auditor, Concierge. Other job titles of other industries include Desk Operator, Front Office Manager, Phone Clerk, Desk Clerk, Volunteer, Guest Service Conductor, the list goes on. Use the opportunity of other staff members to increase sales potential by including them with sales efforts.

Even if you're a "one-man-band", you should be minimally performing the above on a regular basis. Now, given our economy and struggles, take the above and get creative with your industry and target market. New packages could be in need...you may want to muddle in the thought of merging with associated goods or services of other businesses to reduce costs, yet increase sales potentials. However, here's one word of advice you can not go wrong with...Sitting idle and expecting business to come to you, will drive your business into the ground! So, make this week a productive one and get moving! I hope this helps. Please don't hesitate to contact me if you have a specific issue that I can be of help with. Have a great week ahead!