Do's and Don'ts of Sales and Marketing - Part 4

Leadership and Management - Driving Results from the Top Down


Do

• DO Make sure everyone in your operation knows the goals (Open, closed, clients, revenue)
• DO Focus on individual targets - offices can't give you business, individual agents or LOs can.
• DO involve everyone in your organization in the sales effort with specific action items, tasks and goals
• DO make sure that everyone in your organization knows what differentiates you from your competitors - You're customers should be able to finish the sentence, "I use you because...." and your sales people should be able to help your customers articulate that
• DO make sure each person knows what their role is in achieving the goals

Don’t

• DON’T assume each person knows how to sell or ask for business
• DON’T pay for customer service reps….incentives should be based on mainly new business

Short and Sweet. Happy selling!