[ad_1]
Pierre Laboisse, Executive Vice President of Global Sales and Marketing, said: ams osram.
Getty
Instilling an entrepreneurial spirit in your sales team can help your company grow in ways you never imagined. Personal ownership of the business a sales rep pursues makes them more engaged and motivated. As an entrepreneur in this field, they are constantly promoting your business to prospective customers, employees of other companies, and industry leaders.
So what exactly is entrepreneurship? It’s all about our willingness to take the initiative and seize opportunities, our passion to keep winning, our hunger to learn from our customers, and our relentless striving to raise the bar.
When speaking with sales reps, encourage them to follow these four steps to improve their entrepreneurial spirit in thought, practice, and strategy to accelerate their business.
1. Get to know your customers and their markets.
Whether it’s an existing customer or a potential customer, learning as much as you can about the person or company you’re trying to sell to is a time-consuming but worthwhile process. Knowledge of your customers and understanding their unique circumstances is critical to your success. The knowledge you gain leads to deeper, more targeted conversations.
Think like an entrepreneur. Discover the desires and buying behavior of all your customers and potential customers. Know the size of your market and the number of customers in your target range. Before pursuing a particular customer, you need to know everything: name, title, focus area, past successes, current projects, current challenges. Understanding where your customers get their information and who their peer groups are can be very helpful. Finding out more about their educational background, association membership, hobbies, and interests will help you build a personal connection.
By getting to know your customers better, you can make the best offers and achieve joint success. We at ams OSRAM are a technology-driven semiconductor company co-creating with our customers. It’s important to provide them with unique technology ideas, know their needs, and identify opportunities for joint success. The above steps help create the intimacy and trust that lead to productive collaboration.
Understanding customers at this level of granularity is a key attribute of the most successful entrepreneurs and salespeople. Because by getting to know our customers better, we can provide them with the solutions they need to succeed.
2. Seize opportunities to drive the big picture.
At ams OSRAM, we encourage our sales representatives to emphasize the overall success of our customers and our company, rather than focusing on a particular sector or region of our company. Entrepreneurs are concerned with the success of the customer’s big picture, always keeping in mind the company’s vision, mission and strategy. You want your sales team to do the same.
Cross-selling and teamwork are emphasized. In other words, salespeople promote products outside their assigned industry. For example, if you are focused on selling cars and your customers are discussing the convergence of mobility and entertainment in cars, you can also provide AR/VR tracking technology to guide them and create a win-win relationship. will be able to This is important as more and more customers extend their capabilities and offer new applications and services. Cross-selling leads to increased sales, increased customer satisfaction, and better customer relationships.
3. Know all products of your company.
Naturally, entrepreneurs who start companies have deep knowledge of all the products and services they offer. They know exactly what those products and services do, how they can help, and who they can help. Salespeople should have the same level of expertise in their field and a high level of competence across the company’s portfolio. Take every opportunity to train yourself on the products, solutions and systems the company offers.
If your customers are evaluating the products or services you sell, you should be able to answer their questions quickly. It builds trust with customers, and trust leads to sales. You should be as knowledgeable about the product or service you sell as the entrepreneur who created and developed it. Then you can confidently answer the questions accurately. You are more than just a seller. you are a solution provider.
4. Use your creative side
Entrepreneurs starting a company face a never-ending series of challenges. To solve them, you must be creative, agile, and able to solve everyday problems.
If you’re a salesperson, you’re familiar with that feeling. Serve multiple customers with multiple needs and multiple questions. Due to the limited amount of time in a day, it is not always possible to go back and forth between customers and company management. You have to find the answer yourself.
Successful salespeople meet this challenge by learning to be creative. They are able to think on their feet, consider the customer’s needs, and quickly identify the right product or service to propose as a solution to the customer’s needs. Also, because they are ready and know their customer’s account, they can discuss key points quickly. This shows that you care and are involved in your customer’s success. Developing creative thinking skills and keeping your account mechanics up to date can help you apply it in a variety of ways outside of direct selling.
Personal growth leads to company growth.
By training your team in these four steps, you’ll quickly develop a more entrepreneurial, agile, creative, and effective sales team. They understand that sales are more than numbers and commit themselves to be part of a mission that goes beyond quarterly goals and quotas. Sales teams embrace growth processes, both for their own growth and for the growth of the business. Part 2 of this article explores some powerful ways to instill an entrepreneurial spirit in your organization.
The Forbes Business Development Council is an invitation-only community for sales and biz developer executives. am i eligible?
[ad_2]
Source link
