There are many sales-boosting activities an entrepreneur or sales manager can do that cost little. Sometimes it’s just a matter of doing something that breaks the old routine.
It’s simple: When a business owner puts some effort into sales, it pays off.
When I was a manager in charge of seven sales people, I decided a new year was the best time to print off a report showing customers that had purchased products two years before, but hadn’t bought anything during the previous year.
The report was a huge hit because it gave my sales people instant prospects and leads to pursue – and most scored sales off dormant accounts. Even among those who didn’t close a sale, there were still great conversations and renewed relationships with forgotten clients.
Here are some more zero-cost tactics for boosting sales:
- Add variety to the routine of the staff meeting. Mix it up, because a livelier meeting is likely to produce new ideas or strategies to boost sales. Do you always start off a weekly or monthly staff meeting with a review of the previous week or month, followed by each sales person’s forecast? Reverse the order. Have each sales person report on a main competitor. Maybe even have a different sales rep run each meeting.
- Start saying ‘thank you’ more. Make an effort to compliment each sales person on something he or she does particularly well. It’s a tried and true – not to mention free – method of improving morale. And that, in turn, can improve sales because the staff is more motivated. The compliments don’t have to be about revenue. Remind them about what they do well, and make their week.
- Present your sales staff with an updated list of their top 20 accounts. Few sales people know the exact order of their top 20 accounts. These accounts can change places frequently, especially in this economy. Giving your sales people a list with the precise order of their largest account helps them plan call frequency and forecast more effectively. Have your sales reps look into why particular accounts went down in volume. Also, an updated list reminds them of new top clients that deserve more attention.
- Create a brand-new monthly report for the sales staff. Sales people use sales data to plan their year, forecast sales and look for new ways to increase revenue within accounts, so give them more of it. Think about your company and your product or service and run the data in interesting and unique ways. You might, for example, run a report showing those accounts that have trended upward for the past five years.
- Change the look of the dashboard on your sales software system. No matter how relevant or important the information is, your sales staff is probably getting too used to it if it’s been presented in the same way for too long. If your dashboard is full of pie charts, put some graphs up. Ask reps what new types of information they’d like to see displayed, and paste that up on the dashboard.
No matter what, your sales reps will appreciate any efforts you make to help them sell more products or services. You’re investing in their careers and success.