BASICS OF SALES

I'm hired, I have some training, I have a territory---Now what do I do to make my quota and earn some money? How do I start? What do I do? To begin with you can talk to the person who had that territory before you if they are available. You can get opinions from seasoned salespeople or your mentor if you have one,or you can go and hit the ground running and see how things turn out. Or if none of these options are available you can rely on old reliable, Yourself.

I myself am a great believer in being organized, being prepared, and setting parameters. So let's peel back this artichoke and see what we get.

1- First and foremost there should be some paperwork you inherit. Read it carefully familiarize yourself with it and make sure you understand it. Write down any questions you have and try to get answers. If no answers are immediately available, make a list and get the answers as they become available to you in the future.

2-List all the companies you have and rate them according to sales.
These sales are what make up your quota and surpassing this quota is what makes you money.

3- Next determine how many times you have to call on a particular account to get the results you need, (an old adage 80% of your business comes from 20% of your customers). So now you know the dollar amount you need from each customer and the frequency with which you have to call on them to get that amount. Sometimes more calls are needed than you think necessary because the customer wants to feel satisfied by seeing you more often. Oblige them if time permits and they are worth it, but always make sure you find a way to satisfy them regardless of their size or worth.

4-Figure out how much business this gets you, and if it is not enough, figure out where to get the rest. You might have to open new accounts to supply the rest of the dollars you need.

5-Ask your company if there will be a price increase in the coming year, and when. This will yield additional dollars.

6-Find out if there are any new products or services forthcoming so you can figure out how much this will yield and add to your figures.

7-Get in touch with salespeople selling products to your account that your company resells. This being the case, ask them to give you better training in those products so you can increase your sales.

8-Make use of any tools the company offers to help you get additional business, pre printed letters, appointment cards, any specials, short stocked merchandise that is specially priced, rebates, coupons, contests, prizes offered, etc.

Lastly, and throughout your entire selling career remain flexible. Every thing in life is subject to change. Sales is no different. Today's best customer may be gone tomorrow through no fault of your own. Always be aware that your business and industry are in a constant state of flux and you must adapt to this to remain competitive,be successful and make money.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blog offering sales tips