Those of you who know me well will know that I am not a subscriber to the ‘blame game’. I hear too many salespeople blaming other individuals or departments within the organisation or blaming the quality of their product or service for their lack of sales. The expressions I so often hear are ‘if xxxx did this’, or ‘xxxxx did not do this’ or ‘if our product did that’ etc., ‘we’d be able to sell a lot more’.
My response to this is often my favourite question: So what are YOU going to do about this?
If you sincerely believe that changes within your organisation are really necessary for you to sell more and can demonstrate and prove your point, YES you can do something. Whether you have a title and authority or not, speak about it with those who can influence the situation. No blame – just be friendly, courteous and put your case forward in a highly professional manner – just like you do when you are selling. Do it that way and very few people are likely to take offense.
On the other hand, if you cannot put forward a strong case to prove your point, maybe it’s your fault you are not selling more and it is best to keep quiet and concentrate on improving your prospecting and selling skills. Which reminds me of one of my favourite expressions: IF IT IS TO BE IT IS UP TO ME.
BUT there is MORE…
The greatest increase in sales I have helped companies achieve comes about, not just by coaching the sales team, but often by helping every single person within the organisation to understand they are part of the sales process. In other words – helping the company to change the culture and turning the entire organisation into a sales focused organisation.
Here are just a few of the many things you could be doing to get your entire organisation sales focused:
- Identify what impact each individual or group of people in the organisation could possibly have on sales, no matter how small or insignificant it may at first seem. And I do mean everyone, even including the person who cleans the company’s washroom facilities. Yes – the state of your conveniences can have an impact on what image you are portraying to your visitors.
- Having established what impact each person or group of people could have, explain it to them and coach them on how to do more of it and be better at it.
- Include a reference to their contribution to the sales effort in their terms and conditions of employment – make it clear they are part of the sales process and what they must do to contribute.
- Set aside a sales bonus to be shared amongst everyone in the organisation – not just a sales bonus for salespeople and sales managers.
- Keep everyone informed on a regular basis of how well (or badly) sales are progressing.
- Continuously inspire and motivate people to be the very best they can be.
On a similar vein, take a look at my previous blog titled Unleash The Hidden Army Of Salespeople In Your Organisation.