Who are your salesmen (and women)? Part 4

Today is about rounding up all that has been discussed this week on finding your salesmen and women.

Give guidance, incentives and recognition

Don’t assume because you’ve told people how to do something they will be able to just go out and deliver it consistently. Observe how your staff handle the sales or upselling conversation and give them feedback after the event on what they did well, what they could do more of, and give the appropriate support and guidance on areas where they need more help.

Link your upselling activity to some goals.  This might simply be a target to sell x number of a certain product or service, or may be linked to specific financial profit targets.  Whatever goals you set ensure these are clearly measurable and achievable, that any incentive is equitable so everyone is motivated to contribute, and that you give regular updates on progress.

Recognise and reward those that do it well, to encourage them to continue to do so. And ensure everyone knows they all have a role to play in sales

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