Even with a good sales and marketing plan, there are numerous reasons why sales reps may not be selling the right products. In this online video, Drew Boyd, marketing professor and consultant, outlines possible reasons customers are not purchasing a particular product. Professor Boyd also walks through a detailed checklist of things you can do to help reps focus on the right products and services.
- Your sales plan and your marketing plan…may be in sync with respect to what products and services…you want your sales reps to feature.…Hey, but that doesn't mean the reps…are actually selling them.…You need to measure this,…so you can take corrective action.…Otherwise, your sales could be affected.…There are many reasons why reps…may not be selling the right products.…Maybe they have a great relationship with certain clients…and they're comfortable selling just the same old products…that they know well.…When a new product is launched,…reps might be reluctant to embrace it.…
They may not like the product,…or they don't trust that it will work as advertised.…So they avoid selling it especially to their best clients.…They just don't want the hassle,…and they don't want to risk their reputation…or their commissions.…Another reason reps are selling the wrong product is…they're just not aware of the sales task.…Perhaps something changed in terms of selling direction…and they somehow missed the memo.…If reps are aware of what products they should be…
- Defining the sales task
- Calling on the right customers with the right products and services
- Evaluating your team's sales activities
- Measuring outputs of sales: customer satisfaction, wins, losses, etc.