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5 Tips on Supporting Your Sales Staff

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1. Make sure sales representatives have adequate training. They should have a thorough understanding of how your products or services can help potential customers.

2. Develop an annual sales plan. It should include sales and gross-profit goals and plans for increasing sales to current customers and developing new ones. See that sales reps implement the plan and modify it as necessary.

3. Make everyone in your company understand that they are part of the selling team. Courteous treatment of customers, quick responses to telephone calls and e-mails, and pleasant demeanors go a long way toward supporting the sales staff.

4. Offer meaningful incentives. One company told salespeople they could go home at 2 p.m. the rest of the month once they hit their monthly goals; the first sales rep to sell more than $50,000 would get the last two days of the month off. Result: broken sales records.

5. Encourage salespeople to put a lost sale in perspective. Getting angry yourself only adds to their frustration. Help them concentrate on making the next sale.


Topic starter Posted : 23/06/2010 8:15 am
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Re: 5 Tips on Supporting Your Sales Staff

Autoresponders have long been a staple of entrepreneurial content marketers, but hardly anyone in the mainstream has done much autoresponder testing yet. After running a few tests myself, and chatting with a bunch of people who've tested them, I've come up with a few guidelines for success:

1. Day & hour timing -- Just as with regular email campaigns, the time of day sent and day of week sent can make a big difference in response rates.

Unfortunately most autoresponder ASPs don't let you control timing beyond the number of days between each send. A responder that can skip weekends on demand, and only send during designated hours (either a preset time-of-day you determine, or at the hour that the original start request came in) is probably going to do better for you.

2. Staggering timing -- Most marketers begin testing either a single message per day for a set number of days, or a message per week for a set number of weeks. However, just like good renewal series, staggered timing may work even better with messages building to a crescendo of urgency around a particular event (such as a discount expiration date).

3. Supporting renewals early on -- I've heard of and personally witnessed many test results in B2B and B2C publishing where special attention during the first 30 days of subscriptions made a profound difference to renewal rates months later.

Makes sense -- your new subscribers pay extra attention to your content and open email at a higher rate during the first 30-60 days, so it's a great time to make a good impression for a longer lifetime account value. (It's a lot harder to get them to love you again once that thrill of being a new subscriber has worn

4. Cross-selling other products -- if someone's bought PDF 'X' in your online store, you can use an autoresponder discount coupon to market related product 'Y' to them a week or so later.

5. Change your offers. If you're doing an autoresponder series that goes for 5-7 days (such as a free ecourse to support sales of a book more substantially than a single sample chapter download would) it's awfully tempting to paste in the same offer at the end of each message.

Posted : 28/06/2010 3:43 am
New Member

Re: 5 Tips on Supporting Your Sales Staff

It is a good post.Thanks for sharing this ideas.

Posted : 05/07/2010 4:29 am