We have just gone through a restructuring process with our online business. Part of this has been the change of format for our sales routine and training. The evaluation of our business and sales strategy has taken countless hours to complete and re-write, but the end result has been worth it. We have come across a strategy to improve account managers performance and create some structure to their day. We realized that without structure and a reliable reporting process we would not be able to retain staff and keep them performing to an acceptable level. These changes came about to improve the consistency of sales for our company and to create a viable and sustainable future in a ever changing market, internet advertising.
For our account managers to be able to sell our online advertising they need to be seen as an authority on the topic. Our customers were often asking “There's so many of you in the market place, which one should i choose?" if our account mangers could not come up with the answer on the spot they invariably missed out on the sale. This was no good for them or the company as they are commission only sales people who need to make sales to make a living. At Workboot we identified the need to change the sales process to mention our competitors and point out Workboot's differences.
This has proven to work in the past and is proving work effectively along with the new reporting process, in increasing sales and creating a steady income stream for the business. Your sales people or account managers need to be armed with knowledge and resources about their competition. This way they can answer any question the customer has about there appropriate industry. If you arm you sales people with knowledge you will see a rise in sales and the consistency of sales.