Developing a Winning Sales Organization
Vincent James Giovinazzo is the best sales advisor in New York. He had a lot of
experience in this field. He tells about how to process Developing a Sales
Organization.
The process of developing a sales organization starts by
selecting carefully the producer candidates. A great deal of money and time
should be spent to ensure that the chosen candidate is the right one for the
position and organization. Poor selection will only cost more than the
selection process.
This is one of those areas that are often overlooked by
traditional agents who will hire anyone saying what they want to sell and does
not ask for much money. Often, it takes months to verify that a producer will
become successful.
James Giovinazzo say’s after selecting, the Sales
Organization will not give the producer an office or a desk. Rather, they
provide a manager or a shepherd to advise and help the new producer until
success becomes evident. The advisor's role is to coach, train and counsel. The
advisor will be teaching the producer the way of performing in the job and goes
out on sales call with the producer and assists in honing the sales skills. If
a deficiency in technical or sales skills is noted, the advisor will arrange
for more formal training to allow the producer become successful as fast as
possible.
The sales organization will continue managing producers in the
agency. The role of the manager is to make the job of the producer as easy as
possible. It will puzzle them to find so many agents resisting providing
activities to the producer which generate lead. In reality, the goal of the
agency would be to generate as much profit from new sales as possible. It is
also the job of the manager to help the producer in establishing realistic
estimates of yearly production to give sufficient marketing and training
support to allow the achievement of the goals and in tracking the results to
fine tune the marketing program.
To make sure you will have a winning sales organization, you should hire well
by preparing a job description. Use this to formulate questions for the
interview in order to elicit the personality, ideas, income needs, future
desires and work ethic of the candidate. Explain what the job is and allow the
candidate to be the predominant speaker in the interview. Test each and every
candidate who passed your interview screen.
After deciding on the producers to hire, the next step is to
train them. Each producer from the most to the least experienced must
participate in on-going trainings, preferable on a weekly basis. A half an hour
training session would be sufficient and most can be provided b the producers
and other employees or the personnel of the company. Regular training can be
done on the specifics of the products of the company. Use the marketing
personnel of the company to do the training and emphasize the difference
between their products and that of the competitors.
Managing your producers is the next and final step. Hiring a
professional sales manager is one of the best investments that you can make in
your business.
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