Darrell Sterling is the regional sales manager for Johnstone Supply of Central New York. Since beginning there, he has tripled the company’s sales while recruiting and training a sales staff. Contact Sterling at firstname.lastname@example.org.
I think the best place to start with this topic is to ask: What are the goals for your sales team? It is hard to manage folks without everyone being on the same page and knowing what you expect from them. I am guessing that your goals are to grow sales and profits as much as possible by providing value to your customers. I would think that is the universal goal for almost anyone hiring a sales staff.
Do you say, “I want to be the biggest, baddest, most profitable wholesale supply house in my market,” but you’re unsure how to do it? The answer is simple, but the execution and implementation are what separate the winners from the losers.
Almost the entire distribution chain is linked together by technology in every phase imaginable. The larger distribution networks report entire complex shipments arriving at their dock doors with close to 99 percent accuracy rates.
My guess is if you’re reading this article searching for clues on how to become a better salesperson, you have likely already found the right answers somewhere, but you have yet to apply what you learned. If you know what to do, why aren’t you doing it?