Sales is the lifeblood of your business. You probably have incentives and motivational programs in place to encourage your sales force to sell more of your product or service. Perhaps you invest in ongoing training and support.
But what if you have a sales policy in place that is actually hindering their ability to optimize sales? Try asking your sales people what is holding them back. Some common responses are:
- Our minimum order quantity is too high
- It takes too long to approve the credit
- Our delivery times are too long
- Our product bundles do not meet customer needs
Remember, your sales force communicates regularly with your customers and potential customers, and their feedback is immensely valuable. Listen to their comments carefully, and change those policies that are more detrimental than beneficial. Your sales team will feel listened to and respected, fostering increased motivation and loyalty to your business, and your customers will recognize your responsiveness with increased purchasing.
Companies, like people, often function out of habit – they do things a certain way because that’s how it’s always been done. Question those habits from time to time – there may be a better way to do it! Do not let a simple policy decision made in a different economy hold you back today. Dig into why those policies are what they are. Check into options on how to accomplish the same (or nearly the same) objective, but eliminate the obstacles.
What policies or processes have you had in place for more than 2 years? Markets change fast. Make sure you examine your policies and procedures on a regular basis, and when necessary, adapt to stay in front of the competition.