Downloads

Scaling Through Sales Expertise: A Guide for Business Owners

Issue link: https://resources.greenskycredit.com/i/912550

Contents of this Issue

Navigation

Page 2 of 3

Fact Check Less than 1 in 20 people responsible for leading a sales team receive the proper training to become an effective sales manager or sales leader. 2 information. This method is popular with sales managers that want to make simple changes and see big improvements in sales and productivity. Implementing Methods for Success Selecting a methodology that sales teams can adhere to is critical in the effort to strengthen overall sales. There are many different methodologies to choose from, and it is up to sales management to make sure methodology is being followed and all resources are being leveraged. The GreenSky® Loan Program 1 , for instance, provides customers with payment options, and provides businesses with staged funding – making it faster for business to get paid and for projects to get started. Implementing GreenSky® simplifies methods and increases the likelihood of closing a deal. East Coast Roofing, Siding & Windows saw immediate change in their sales process and success. "In 2017, we changed our sales process to a one-stop consultation in which our consultants meet with the homeowner and provide a proposal. During the proposal, our customers can apply for the GreenSky® Loan Program which allows us to close the deal in one appointment. An easy application process and variety of payment options are crucial to us." Whether you write out the specifics of your process, or go over it verbally with your sales team, it should be understood that your sales team should be strategic and deliberate in presenting all your business has to offer. Sales managers should strive to find a methodology that works for their team and stick with it. Choosing methods that all members of a sales staff can understand and execute provides a sales structure that can be followed and perfected. As an added layer of analyzation, sales managers should be able to recognize if a method isn't working, and be ready to act in case it is time to change strategy. "What can your business offer customers that others cannot?" Sales managers should equip their teams with the knowledge to answer that question, and the technology and training that provide the best possible chances of closing the deal. Once you've selected changes that work well with your product or service, don't be afraid to implement it with creativity. Many buyers want to feel listened to and taken care of, and signs of ingenuity go a long way. For instance, some projects often get derailed because contractors need more time to order custom pieces for the home. If you had a 6-month purchase window, could you more accurately budget and prepare the project within the time limit? Would your customers feel better about committing to large projects? Think about all the ways you could promote yourself knowing you had the time to focus on their project and give them the results of their dreams! Financing Futures Tru-Comfort Inc. discovered a financing option that allowed them to get creative when providing their customers with payment options: "We use the GreenSky® mobile app because we can present alternative payment plans then go right into the application and approval process." This is the perfect example of a sales manager finding a solution that not only made things Continued >

Articles in this issue

view archives of Downloads - Scaling Through Sales Expertise: A Guide for Business Owners