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7. Get support from sales force. Include salespeople in the decisionmaking process. Help create the entrepreneurial spirit in them by reinforcing that in some ways, they are like business-owners. Help them determine what needs to be done and the best way to do it. Figure out how the company can help reduce the time it takes to implement something while maximizing the return to salespeople.
8. Create consequences. There always are consequences if we don't follow through. The idea is simple: If you will get additional business by doing something, you will lose that business by not doing it. Put specific consequences in place for salespeople and managers. These can be positive or negative. For example, if salespeople follow through on something, then the company will reimburse them for their investment. If management or sales teams don't complete regular reviews or follow through on a system, their investment will go toward the office-party fund.
9. Implement good ideas. No matter how great a sales idea is, how effective it will be or how much referral sources or clients will like it, it is useless if it is not implemented. Work with salespeople on implementation. Don't expect something new to work easily. Anticipate difficulties and ensure that everyone can go the required distance to make the program successful.
10. Create success stories by working together. Choose a few salespeople who have the respect of the rest of the sales team to work with management on testing a new program. When they see success from implementing the product or service, those salespeople will share the success stories with the entire team. Before long, everyone will want to use the new system.
Mark Boersma, president of Synergy Solutions Inc., is known nationally for his sales and marketing expertise. Synergy has developed a multitude of tools and systems, including turnkey referral development systems, designed to maximize relationships with key referral sources and help you earn more money while decreasing your work hours. Visit www.synergysolutions.net and use code "KP141" for your free Mini Business X-Ray, or call (888) 230-2300. Call Synergy Solutions' 24/7 informational/educational phone line at (405) 244-4050.
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