Tuesday, February 08 2022
Most payroll sales leaders (and owners) hope their sales issues will disappear or turn around. But, unfortunately, they don't as the only way they can improve their sales problem is this: Take action by doing something different.
9 Questions All Payroll Sales Leaders Need To Ask Themselves:
#1: How many of my salespeople are not meeting their quota? Now, ask yourself this: What are my plans to help them generate more sales?
#2: What percentage of our clients, prospects, and referral partners have an e-mail address associated with their record? If it's not 100%, ask yourself why.
#3: What are our e-mail marketing and social media strategies?
#4: What is our strategy to ensure our salespeople are following up on an e-mail marketing campaign, past proposals, etc.?
#5: How many formal/scheduled phone-blitz sessions do we have each week? Now, re-read question #1.
#6: What type of marketing collateral do we use on a sales call to help reduce price as a focal point or sales objection?
#7: How many times a month am I training the sales staff to improve their sales performance?
#8: How often do we connect with our database of payroll clients to:
#9: What am I using to track my sales team's proposals, proposal close ratio, and call-in leads?
Are You Happy With Your Answers?
If not, you should seek a professional like me who can help you create or fine-tune your sales and marketing strategies. By the way, don’t put marketing on your sales team’s shoulders, as research has proven salespeople are notoriously bad writers, and worse, do marketing that tarnishes a brand.
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.
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