Attract the Right Job or Clientele: Sales Loss to Timely Improvement
Much discussion is taking place about Sales Enablement. The problem is there are many topics to be added to the usual conversation. Given the fast pace of today’s society, it’s important to examine where sales may actually be enabled. The answer for each company will be different due to size and structure.
It’s always a good idea to look at our starting point. This helps us to understand the impact a new idea, such as sales enablement, may have on the future.
The future is a blank canvas, begin painting your tomorrow today.
My Story
About 15 years ago, I was struggling as a salesperson within one particular company. The reason was the bias management held against women. Nevertheless, perseverance is in my nature.
Unexpectedly, I came across a huge potential sale. In fact, the total amounted to $3 million dollars. The sale would have put me not just as a top producer of the team, but of the entire company, international at that.
Sales Disablement
My only problem was the need to have a few questions answered for the intended client. The sales manager refused to help. I next attempted to contact the Sales Director. He, too, refused to take my calls. To make matters even worse, the Vice President of Sales got wind of what was transpiring in our office. He chose to quit the middle of the night to never be seen or heard from again.
It was clear that all stops were pulled to ensure the sale would never become mine. This is the perfect example of Sales Disablement. The H.R. Manager paid me a visit afterward. She asked why I didn’t get her involved when the events first began to unravel instead of waiting until the end.
My one question said it all, “Whose side would you have taken upfront had I contacted you about the underhanded activities in the office?” Tears were coming down her eyes as she recognized the answer.
Aftermath of Sales Disablement
Within two weeks after the failed sale, the entire sales team quit except for two incapable salespeople. The sales manager was promoted to keep him out of the way. Six months later, it was learned that he was illegally warehousing equipment. He was replacing original serial numbers with his own, and selling it in the underground market. He was finally fired. In the end, the sales disablement saga cost the company millions of dollars.
Your Story
Should you employ people, give considerable thought to what a scenario, such as the one described above, might do to your credibility and ROI. In addition to the loss of $3 million dollars, the need to hire an entirely new team is cost prohibitive. The time and effort it takes to screen and hire people becomes an enormous effort. Meanwhile, sales are lost with no one in place. The administration and paperwork for those leaving and coming on board is very costly, too. And any negative comments posted online may be devastating for a company that once sought to protect it’s reputation.
Review the following:
- Are minorities and genders treated equally?
- Is everyone trained on fair practices with H.R. involved?
- Do you encourage communication between departments for a more fluid approach?
As departments are willing to come together to present a more robust program in terms of marketing, public relations, sales and IT, the wider the scope will be of audience attention. Improved solution selling comes to the forefront and accordingly sales improve. Most of all, by including all genders and all nationalities in discussions, the conversation develops far more depth. This is the improved definition of sales enablement.
Sales Tips:
- Invite open discussion from everyone
- Create systems for questions to be answered
- Answer questions in a time efficient manner
- Take note of client questions to improve upon services
- Ask loyal clients for their input as to where improvement may be made
- Regularly ask employees for new ideas to improve efforts
- Reward employees for their ideas that are implemented
- Host recognition events for employees that contribute ideas and revenue
- Treat departments and employees as your team
- Be the team coach cheering everyone on to success.
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
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