Sales is just as much about the customer as it is about the salesperson.
Investing in a strong sales system is one of the most efficient ways to see a return on your employees sills. Rejection is a part of any salesperson's job but with a strong system of support, guidance and continuous improvement your sales people can confidently perform in even the most competitive markets.
1. Hire sales people with the right attitude
Sales is a people oriented occupation, you need people oriented people to close a sale. Reviewing your hiring system will ensure you bring the right kinds of people in your sales department.
2. Create a bonus structure that kicks in at various predetermined sales volumes
“Financial Carrots” can help motivate sales people to close a sale. Review your compensation system so that it motivates the right kind of behavior in your sales department.
3. Insist on a minimum number of sales calls per day/week and track them
Establishing a baseline will guarantee a certain level of success for your sales people and will breed success from success.
4. Organize supportive and motivational sales meetings on a regular basis
Everyone needs a little push now and again. Review the communication systems you developed to determine the impact they are having on your sales department.
5. Provide ongoing sales training
Sales people are responsible for generating revenues so make sure they are continuously improving their skills and honing their pitch.
6. Provide outstanding sales tools
Great tools help sales people look and feel more professional. Review the tools you are offering and consult with your sales staff to make sure they are adequately prepared.
7. Encourage a corporate culture that promotes pride in your company
People who are genuinely proud of their company and its products have little reason to fear rejection. For more a great advice, see what Wardell has to say on Handling Prospect Objections