Most sales managers would rather have their sales force making more sales than they already are. There can be many reasons why salespeople are not doing so. Here are three important questions you may want to consider, so you can increase your sales numbers:
Are the sales big-ticket, or complex?
Sales which involve products or services which cost more tend to take longer, often requiring the approval of more than one individual. In these instances, pushing salespeople to "sell more," may be counterproductive. It is more useful to focus on adding high-quality prospects to the sales pipeline, and removing those prospects who cannot (or will not) purchase. Remember, if you have a limited market of prospects to call on, then it is worth having your salespeople make the most of each opportunity, or encouraging your company to diversify into some low-ticket and middle-priced products to make up for the slower, big-ticket sales cycle.
Are your salespeople properly motivated?
Proper motivation does not mean simply having adequate compensation for your salespeople's selling efforts (although this is important, too). Rather, when salespeople deal with rejection on a constant basis, it tends to wear down even the most highly motivated and highly trained people within your sales force. Selling well (i.e. at every opportunity) involves a great deal of rejection, and it is emotionally difficult to deal with this. By exposing your salespeople to motivational speakers, trainings, etc. you can help them overcome this ongoing emotional barrage more effectively, than just expecting them to surpass it through pure willpower alone.
Are you doing everything possible to support your salespeople?
Sales numbers are not just a one-way street. If your salespeople are getting consistent objections that the competition's price is lower, that their products and services are better, or other problems which deal with the core value your firm offers, then it is up to you as manager to pass these objections back up the chain for higher management to fix. If the product or service offering remains inferior, then it should be no surprise if salespeople are unable to consistently overcome these problems with the offering's core value.
Put simply, once you consider the size of your sales, whether or not your sales force is receiving ongoing motivation, and whether or not you are doing all you can to support them, it is possible to see improved sales, and higher revenues overall.
