 Nothing
happens until somebody sells something!
Most crenshawB2B
clients utilize some sort of sales force, whether direct
or through independent reps. It may be that your
considering which method is right for your company or
perhaps a combination of both?
crenshawB2B
has been particularly helpful to manufacturers in
evaluating these methods, recruiting the right people or
agencies and developing sales plans that get results.
With regard to direct
sales teams:
-
Recruit the right
people.
-
Motivate your team!
-
Incentives and
compensation.
-
Training, product and
organizational knowledge.
-
Maximize your CRM
systems.
-
Effective
communications.
With regard to
manufacturers reps:
-
Recruit
the right agency.
-
Set
selection criteria.
-
Incentives and
compensation.
-
Training, product and
organizational knowledge.
-
Expectations, yours
and the rep's.
-
Effective
communications.
Strong opinions on these
methods are not in short supply. Too often these
firm attitudes are formed based upon limited personal
experiences or from assumptions that are possibly
inaccurate. In most cases, the best approach is
making this business decision on which sales methods to
use is to wipe the slate clean and truly learn all we
can about these methods.
What did or didn't work in
the past may have been more the result of the people
involved rather than the method. This part of your
business, more than any other, relies upon personal
qualities of the people involved. Important
personality traits and qualities have a dramatic effect
on the sales function, and this is why we emphasize
recruiting as important.
crenshawB2B
is highly experienced with and understands these sales
methods and can apply this knowledge to your firm.
What are the important factors in making these sales
method decisions, especially in consideration of your:
product, market, marketing plan, operations, competition
and even certain finance related issues?
crenshawB2B
delivers superior results.
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