October 11th, 2011

I hope you had a great holiday weekend (can you call it that for Columbus Day?)

This week I had several client calls with business owners who are working to scale their sales teams and grow sales.  It can be a scary and intimidating process if you’ve never done it before.

Today I wanted to share with you 8 “controls” to use to help you protect your business as you scale your sales team.

  1. List negotiating parameters your sales team can work within out in the field. Examples might be pre-approved concessions your sales team can use to close a sale, discounts or credits your front-line staff are authorized to give when dealing with a purchasing customer in your store, and so on.
  2. Establish an approval process for sales exceptions. For example, if a concession is worth less than $x, the sales manager must verbally approve it; if a concession exceeds that amount, the sales manager must physically sign off on it.
  3. Require standardized sales paperwork and contracts.
  4. Provide sales team with formalized sales scripting.
  5. Require employment contracts that protect the proprietary nature of your client list. Possibly parcel out access to that database among the sales people so that they never have access to more of that list than they actually need.
  6. Require sales people to use only company-controlled contact phone numbers, emails, fax numbers, etc. with clients. They should never be expected or allowed to give out personal contact information.
  7. Provide a direct line for client feedback that doesn’t allow sales people to filter out negative messages.
  8. Record clear and accurate sales metrics. These would include closing ratios, retention rates, return rates, net referral score, and so on.

Have a great week everyone.