Why You Need to Rethink Your Sales Approach

Welcome to a new year, and by the way, the sales numbers have reset to $0! How’s that for a wake-up call. There’s a mixed bag of sales strategies out there that we’ve been talking about, and undoubtedly will continue to talk about but in the end, sales success comes down to three things. Any questions yet?

You’ve got to get customers, you’ve got to keep customers, and you need to process the work. In most companies those assignments are split up between the sales team and customer service. I’m not overlooking the estimating, scheduling, or production areas but merely focused on the client facing activities for now. In most organizations the sales team is responsible for getting and keeping the customers and the customer service team is responsible for processing the work. That’s how we’ve always done it. How’s that working for you?

What I see in too many cases is that the sales team spends so much time in keeping the customers, sometimes referred to as account management, that they have little time, or interest in getting customers. Maybe it’s different in your company, but that’s what I see a lot. So what happens is that new business, or the job of getting customers, is not very effective, is not done on purpose, and companies don’t grow as they should and sales reps turn into desk jockeys or “CSR’s with cars.”

As I mentioned earlier, sales success can be accomplished by doing three things. Who’s playing the “getting new customers” role at your company and is it as effective as it should or could be? Start the year off with a new outlook and make sure that you’ve got all three bases covered for a successful sales year. And don’t be satisfied. Even if you are crushing it right now, keep your eyes open for changes that can make your team more effective. Good luck and keep at it.

 Mike Philie can help validate what’s working and what may need to change in your business. Changing the trajectory of a business is difficult to do while simultaneously operating the core competencies. Mike provides strategy and insight to owners and CEO’s in the Graphic Communications Industry by providing direct and realistic direction, not being afraid to voice the unpopular opinion and helping leaders navigate change through a common sense and practical approach. Learn more at www.philiegroup.com, LinkedIn or email at mphilie@philiegroup.com.