This is a blog where I will share my thoughts on Technology, Technical Sales and Technical Demos. I have spent over 30 years working in and with technology, helping people to understand what and why they should buy. All Sales, especially Technical Sales is situational, so there are solid foundations, but no absolutes. I will contradict myself from post to post on what you should do in the sales process. This is by design. This is where my thoughts should make the readers stop and think, Hmmm.
Thursday, September 1, 2011
Ever have that feeling? No,
the feeling of too many people trying to do too little work? It does happen in
sales, especially in commission only sales. As a business owner you may want
your sales team hit a certain number, but do you care if it is all from 1
salesperson, or 10? You should, and here is why.
Happy. You want your
salespeople happy, and money makes them happy. Too many people sharing the pie
equals less money per salesperson equals less happy salespeople. If they find
more business, you think great, but can you deliver? Sales and service have to
be in alignment.
Overhead. Everybody you have
adds overhead. The more salespeople, the more overhead, you may need to add
10-15% to what you think you need, per additional resource. More work, more
cost, same profit, bad deal.
Predictable. Being able to
predict your business with a solid pipeline is a key part of your growth. Salespeople
with small pipeline will try to expand their pipeline. This can be good, if it
is good business, but often it is marginal out of market business with a small
chance of closing. Inflated pipelines, loss of productive sales time and
technical time can be the result.
Keep your team hungry, but
streamlined and efficient.