The real problem is that their sales folks are not doing proper follow-up on the leads they are getting.
While there are plenty of VAR (Value-added reseller) companies that do not fall into to this category, it happens in about 4 out of 10 cases; that is too much for me to ignore.
Below is the type of scenario they share with me.
** Management directs business staff to:
- Schedule an appointment.
- Immediately send the prospect/lead an 1) email confirming the appointment and 2) a hardcopy letter further confirming the appointment.
This confirming and re-confirming the appointment conveys to the prospective buyer how important we believe they are - and how important it is to us that we speak with them - and that we respect how busy they are - and that we respect their time. This investment is to make sure the lead keeps the appointment.
** Sales representative process:
- The sales rep doesn't keep the appointment.
- The rep calls back a week or two (or more) and reports that the lead didn't keep their appointment.
Unfortunately, this is not the truth. My clients share that they conduct surveys with all leads to ask the prospects how the call went. They learn that the appointment was not kept by the sales representative. In fact, many times the prospect/lead either calls the company, angry that no one showed up, or reveals this on the survey.
The solution? It is a top-down solution. Management has to enforce a process or behavior that ensures that leads are followed up on and that the money spent on campaigns is used wisely.
However, what I hear from VAR execs is that this is "too difficult", that it is hard enough to get these same reps to input customer information in their CRM, much less change even more of their behavior.
Let me just ask, Who Is The Boss, Here? Who signs the checks? Who is running the show? From an executive standpoint their needs to be some enforcement, plain and simple.
While scheduling and keeping sales appointments can have complexity, the solution can be simple. In tandem with simple, clear, firm enforcement, an executive can also create an environment that makes it easy for these guys to follow-up, as well. You can create marketing and sales *systems* that can save your rep's time and make them more efficient. There will still be work on the part of your sales reps, there is no avoiding that. However, a strong marketing or sales system can make big improvements in your business. Again, who is running the show?
Mosaic Sales Solutions Jobs
In the 21st century, businesses that want to distinguish themselves from the competition need to develop dynamic sales processes. From sales leads through documentation of major sales to businesses and individuals, companies need to use efficient processes and technologically current systems to keep customer information and avoid the headaches caused by inefficiency. However, businesses big and small may not be aware of all of the sales solutions that are available to them and they may resort to more cumbersome sales techniques. Sales managers and others interested in improving their company's sales should consult with MetaMorphose, one of the leading sales solutions providers in the United Kingdom.
MetaMorphose has been in the recruiting and sales consultancy business for the last twelve years and has helped hundreds of businesses improve their sales performance. The experienced sales coaches, trainers, and analysts at MetaMorphose take a look at individual business sales needs and put sales performance in perspective with competing businesses. MetaMorphose's experienced sales consultants first assess the standards by which businesses assess their sales performance. As well, these sales consultants meet with sales managers and executives to determine organizational processes, documentation, and other business systems that are needed to ensure the success of a company. After determining need areas and new processes that are lacking in a particular business, the agency's sales consultants provide a plan of action for sales professionals to undertake in order to improve sales performance for the long term.
While sales consultancy is an important aspect of improving sales performance, MetaMorphose also provides top notch graduate recruitment for businesses throughout the United Kingdom. Companies looking for temporary and permanent sales staff should work with MetaMorphose to find talented graduates who are committed to excellence in their first professional job. While many recruiting agencies search for sales professionals with experience and the perfect CV, MetaMorphose goes an extra step to look for recruits with exceptional interpersonal skills. The agency recruits sales graduates who have little experience but are intelligent, confident, hard working, and have a great attitude.
MetaMorphose recruiters and trainers believe that with these important skills, graduates can be trained to be great sales people from the first day of work through retirement. Experienced trainers and sales consultants provide hands-on training to graduates in order to give them the skills needed to become successful in sales. As well, MetaMorphose provides ongoing professional development courses to keep sales people updated on the newest sales and organizational techniques. Companies that are interested in improving sales performance and keeping ahead of trends in sales solutions should work with MetaMorphose.
Both Ramon Vela & Scott Deane are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Ramon Vela has sinced written about articles on various topics from Entrepreneurship, Marketing Strategies and Sales and Negotiation. Ramon provides more marketing information, especially created for the IT VAR industry but also applies to everyone who wants to improve their sales. Stay up-to-date at
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