Building a sales force that will provide your business success for years to come doesn't have to be a difficult process. Instead of trying to do everything at once, it's highly recommended that you try one thing at a time. Focusing on different areas and giving them your attention is much more productive.
What is the priority of your business? You already know yourself, but making sure the team knows is just as important. This allows them to understand exactly what needs to be done in order for success to shine. Once you get there, they can be rewarded for their hard work.
The goal here is being able to create a need that will benefit you and your team. Without it, people will be torn in various directions without any sort of guidance. In the end, no goals equal a faulty business.
If you're not familiar with action steps, these are built to make things happen. The system you set up can be anything from a milestone progression to fast acting solutions. Profiling a customer provides several action steps revolving around questions. Finding out what their needs are, how to solve their issues and other areas will be crucial.
The proper profiling strategies provide an in depth look at what the client needs. Even though you might understand what they want, what is their reasoning behind it? Granted, you don't want to probe when it's not warranted, but when they open the door, you should definitely get all the information you can from them.
There is a reason your client hasn't done anything to solve their problem. It could be a major issue or something minor, but you won't know until the questions are asked. Obstacles can literally make or break a sale, so the more you know about the individual the better.
How to Teach
One of the best ways to teach this approach is by role-playing. A one-on-one meeting never hurt anyone, and it can give your sales rep the chance to see what you want to achieve with a client. Otherwise, they are left to learn on their own, which might not be good enough for your company.
If you focus on this area alone, it will have a tremendous impact on your company. Once it's time for the salesperson to have his or her review, you will see unbelievable results. When they understand what you need from them, it will be time to focus on other areas.
Listen; we know you can be a multi-tasker, but if you only focus on a couple things at a time, it makes a huge difference. Try it out for a few months and you see just how organized you've become.