How to Organize A Sales Force

by Judi Light Hopson; Updated September 26, 2017
Businessman with laptop, Buenos Aires, Argentina

Sales personnel can be eager to bring in revenues for your company. However, they will need specific guidance to succeed. Your sales team will need verbal skills, contact methods and follow-up skills. Systems for approaching clients must be in place, and monitoring what works and what doesn’t work is crucial. A good sales manager grows a sales force by supplying training that will support all efforts throughout the sales cycle.

Start with communication. Make sure all sales professionals on your team fully understand the products and their value to clients. Educate individuals until they can enthusiastically articulate what your company has to offer. Give the sales force language to uae in spoken and written form.

Encourage team selling. For example, some sales professionals are good at cold calling. They excel at making that initial introduction of your offerings. Others are better at follow-up. They like to discuss details and all aspects of features and benefits of what you're selling. A third category of sales people are good at closing a deal. They can get a "yes" and a check from a client. If you're selling high-end products, the team sales approach often works better to move the sales cycle along.

Don't skimp on technology. Buy laptops and good projectors to help your sales force make great presentations. Buy destop computers, cell phones and databases that help everyone work at optimum performance. Sales professionals who have good tools feel more empowered than those working with old databases or inferior computers.

Help all sales people stay in touch with each other. While competition can be good among the team, most individuals in sales feel better and more motivated when they stay in contact with others on the team. Conference calls can help two or more people hold daily or weekly meeting to shape up plans and retool what isn’t working. Face-to-face meetings for your sales force is good as well. Meeting live is a good way to brainstorm and bounce ideas off each other.

Keep score. Do keep track of contacts, calls, follow-up meetings and actual sales in the form of spreadsheets. Figure out what works in terms of managing time and energy. Sales professionals who can anticipate how many sales they will produce with a certain amount of effort feel more in control.

About the Author

Judi Light Hopson is a national columnist for McClatchy Newspapers. She is founder of Hopson Global Education and Training and co-author of the college textbook, Burnout to Balance: EMS Stress. She holds a degree in psychology from East Tennessee State University, and has been a professional writer for 25 years.

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