An often overlooked component of a successful sales
marketing campaign is cold calling on businesses. In today's
electronic world, physically visiting a potential business
client is viewed as not necessary. Quite the
opposite is true. Cold calling on a business is the oldest
and proven method of gaining new customers.
A sales marketing campaign consists of many variables. Today
we will cover a few. The most important variable is the
consistency and accuracy of the numbers. How many doors does
it take to get a presentation? Followed closely by, how many
presentations does it take to result in a closed sale? These
issues are the foundation to any sales organization, but in
business-to-business sales marketing, sales reps live and
die by the accuracy of the numbers.
The second most important variable when building a strong
sales marketing plan, always be sure not to inflate the
numbers. Too many companies these days will take what their
top producer is doing and hire people under those figures.
Unfortunately, everyone will not be a top producer. So
realistic figures are crucial to the moral of your new
sales representatives. Now, I am not saying you should focus
on the negatives, by all means be positive, but there is a
fine line between motivation and outright lying. If you are
going to invest the time to design a sales marketing plan,
be sure that it focuses on realistic figures instead of
inflated ones. You will find that your sales force will be
much happier and more times than not you will have reps who
exceed your wildest expectations.
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Finally, remember that a solid sales marketing plan also
needs people who have been down the road and back as
managers. People will fall in line with your ideas and your
sales marketing plan if they know that the people making the
decisions that affect their livelihood have "been there and
done that". Many companies that succeed and grow
exponentially forget the most fundamental rule in a sales
organization and that is: "Don't forget what and who got you
where you are."
Your business often begins its downward spiral when it
forgets to show their sales force appreciation for their
work. Without your sales force obtain and keeping customers,
you will soon be out of business. Even though the commission
is reason and motivation to cold call, they also thrive on a
pat on the back and positive verbal recognition. Keep your
sales force happy and they will stand behind your company.
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About the author
Tina Valiedi is Marketing VP and Chief Editor for
MPStrategies Firm, a company whose breakthrough service
unleashes the power of the internet to drive hidden
potential clients to your site. For more marketing articles
visit:
http://www.mpstrategiesfirm.com
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