Here’s a snapshot of successful business’s sales operation and some considerations and explanation about the company’s reasoning behind some key policies.
- A commitment to Advertising.
Advertising is an effective long-term investment that serves to create awareness and convey information about the company. Beyond direct lead generation and “building the brand,” the value of company’s advertising makes it easier for its salespeople to open a sale -and eventually close it.
- Leads are distributed among the sales force.
All incoming leads are “divided” up according to the system among those salespeople who’ll nurture leads, cradle them, give them love and attention and, most importantly, can make money from leads that eventually grow up to become customers.
- There’s a full-time sales manager.
Any business should have a full-time sales manager leading his troops, but he also has some personal sales responsibilities, particularly with key accounts that require someone with his advanced level of experience and sophistication. He also might handle other accounts that serve mainly to boost his income through additional personal commissions.
- Phone lines are answered by professionals.
The incoming lines dedicated for sales are usually answered by either a customer service representative or a full-time salesperson, each of whom mans the showroom and the sales lines for one full. The reason the company has full-charge salespeople manning the phones and the door is that it wants its best salespeople attending to them.
- Territorial Assignments are awarded to each rep.
Each rep has an assigned territory, from which he earns commissions on all accounts located in his territory except for those covered by reps with special market territories which supersedes the geographical areas where each rep normally rules the turf.
- The Salespeople are Employees.
Each rep should be an employee of the corporation and receive those benefits, privileges, and perks all employees receive — including subsidized healthcare, voluntary pension participation, paid holidays, vacations, and personal days.