“Why do we have so few sales when our salespeople work so hard?"

The follow up question should be: “What are they really working on?”

There’s no end to the tasks salespeople can come up with to fill their time. Especially if they lack direction or there are aspects of their job they’d rather avoid. That’s why it’s not uncommon for a salesperson to end a long, hard day frustrated. After all, they know they were constantly busy, but they accomplished very little. This situation isn’t healthy for the salesperson or their employer.

We’ve all been told we need to “work smarter, not harder.” And there’s truth in that cliché. But what does “working smarter” really mean?

A Sandler Solution

Successful selling is not merely a set of disjointed tasks. Rather it requires a logical, time-tested process that can produce predictable, repeatable results. If your sales operation isn’t achieving the results you expect, start by finding honest answers to questions like these: 

• Are your salespeople working with qualified prospects?
• Has the company established realistic guidelines for what constitutes a qualified prospect, or are the salespeople flying blind?
• Are they wasting time with prospects that aren’t interested in your products and services?
• Are they filling time with “busy work” instead of concentrating on prospecting and other productive tasks?
• Do the salespeople know what the daily behavior of a successful salesperson looks like?

Through our comprehensive Sandler Training system we educate salespeople about behaviors that will make them successful. As a result, at the end of each workday they can reflect on their genuine accomplishments instead of feeling frustrated. If you’d like to learn more, please attend our next Business Leader’s Workshop/Luncheon: Improving Sales. CLICK HERE for complete information.