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Harden Ervin, MBA

President & Chief Sales Management Consultant

23 Year Experience

Revised: 08/03/10

Managing

Salespeople, Technology and Processes

to

 Maximize Sales and Market Share

Call Toll Free 1(866)415-4130x1 and we will discuss our comprehensive and unique

New Business Development Center!

Why doesn't your business  produce more New Sales?

Perhaps, you are selling the same old way. Now that business has gone in the tank your sales and marketing processes is taxed out and needs to changed.  You must cold call to maintain your business.  Read on!

Business is off -- Sales are harder to get -- We are going through a major recession, but don't panic.  We have been through many of these recessions and always business comes back.  Unless you are really hurting do not stop your sales force from creating new relationships.  These relationships will purchase from you after business gets better.  We can help you create measurable new relationships.

Disorganized Sales Effort:  Many businesses approach Sales & Marketing as necessary evils. Many businesses let salespeople organize their sales effort themselves with various and mediocre results.  At the top of the business cycle they can support the business.  Are they organized to do business optimally?  We can correct this with our Business Development Center! and recomended changes to your sales process to cold call. 

Does current sales methodology need to be changed?:  Yes!  Sales can be the bastard stepchild of many businesses even though it is the most important business function.  If manufacturing or accounting were run as Sales and Marketing, in an unplanned, unpredictable, unmeasured, and uncontrolled fashion; where would you be?  What is it now under the current business conditions?  SalesAutomation.com can correct your methodology.

Low sales productivity :  Our experience is the normal sales force operates between 15% and 20% of optimal.  What would happen if your sales force operated near the 50-60% level of optimal effectiveness?  Since sales is a contact sport, the more new leads contacted, and recontacted intellegency, the more sales they will produce.  We can correct this!

Fewer Salespeople:  Now is not the time to reduce your sales staff to save money.  It is not their fault, not the economy's fault, but your old and tired way of selling your product. You need a change your selling method. Without change, nothing  productive will occur.  In some cases, (I hope it is not you) you are ordering your grave marker.  I would not stand for that as a businessman.  I would reconsider my sales structure and make an intelligent change.  SalesAutomation.com can offer you that intelligent change. 

New Contacts are too Few:  Many businesses do not have a new customer policy.   Without a process of acquiring new customers being spelled out, your sales people will deal with existing customers and leave the potential new customers alone.  We can correct this by teaching your business to cold call.  

Contacts are never followed up:  It takes over 7 contacts, maybe you are lucky with less, to close a sale.  Most salespeople contact new leads only twice (This is only natural. They do not want to call someone they don't  know).  With their normal behavior many quality leads are left behind..  They fall over the edge of the funnel.  We can correct this!

Prospects never call back after leaving Voice Mail:  One of the great gate keepers is voice mail.  There are techniques that can used to get around this barrier.  Our Business Development Center has a process that will get over 50% to answer, maybe more depending on the salesperson.  We can correct this!

Sales people do not have time to sell:  When business is good sales people have a heavy work load, mostly non selling tasks.  They must find leads, make phone calls, get past prospect's voice mail, know the right thing to say, follow up with the correct Infopaks, close the sale the proposal/quote, follow-up on the proposal, write the order and make sure it ships on time.  All these tasks get in the way of contacting each prospect 7 times.  We can correct this!

Management does not have the Monitoring Tools to hold Salespeople Accountable: : You cannot drive a car at night without headlights. Monitoring your sales people, spot the ones that are working, but have low sales and counseling them with your best salespeople to help improve his selling habits.  We can correct this!

Your salespeople aren't effective:  A well organized sales process that salespeople use to organize their sales will be effective.  But there is another problem.  Do the salespeople have time to do all the things needed in the current market place to make new contacts.  No they do not!  Over 3/4  of the work a salesperson needed to be done, can be done and organized by computer, leaving your salespeople time to sell.  We can correct this!

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