7 practices for a Rejection Proof Sales System

Sales is just as much about the customer as it is about the salesperson.

Investing in a strong sales system is one of the most efficient ways to see a return on your employees sills. Rejection is a part of any salesperson's job but with a strong system of support, guidance and continuous improvement your sales people can confidently perform in even the most competitive markets.

1. Hire sales people with the right attitude

Sales is a people oriented occupation, you need people oriented people to close a sale. Reviewing your hiring system will ensure you bring the right kinds of people in your sales department.

2. Create a bonus structure that kicks in at various predetermined sales volumes

“Financial Carrots” can help motivate sales people to close a sale. Review your compensation system so that it motivates the right kind of behavior in your sales department.

3. Insist on a minimum number of sales calls per day/week and track them

Establishing a baseline will guarantee a certain level of success for your sales people and will breed success from success.

4. Organize supportive and motivational sales meetings on a regular basis

Everyone needs a little push now and again. Review the communication systems you developed to determine the impact they are having on your sales department.

5. Provide ongoing sales training

Sales people are responsible for generating revenues so make sure they are continuously improving their skills and honing their pitch.

6. Provide outstanding sales tools

Great tools help sales people look and feel more professional. Review the tools you are offering and consult with your sales staff to make sure they are adequately prepared.

7. Encourage a corporate culture that promotes pride in your company

People who are genuinely proud of their company and its products have little reason to fear rejection. For more a great advice, see what Wardell has to say on Handling Prospect Objections  

Mark Wardell's Top 10 Tips to Increase Your Productivity

1. Don’t pass the buck

When things don’t go as planned, great leaders take responsibility for their own actions (or inactions). Do this consistently, and teach your people to do the same. Once everyone starts taking personal responsibility for their work, your productivity will climb dramatically.

2. Start working towards “open-book management”

When you share your company’s financials with your employees, you encourage them to behave more like owners. Many entrepreneurs worry their employees will think the company makes too much money, but most employees actually overestimate the company’s bottom line before they are exposed to it. It’s not an easy step for most entrepreneurs to take, but those that do typically find the benefits are worth the risk.

3. Do the tough stuff first

One of the simplest, yet most effective strategies for dealing with procrastination is to cross the tough stuff off your to-do list first. Teach yourself to do this and then train your employees to do the same. If you can stay committed to the process, you’ll build an incredibly productive corporate culture.

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“Wardell has helped me systemize my business so I can travel with my family often and live the life I’ve always dreamed of.”

— Brad Haima, Founder, Circle Graphics

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