Top sales performers are those who achieve or exceed their targeted sales goals. With everything a value-added reseller has going on between juggling their clients and looking for new prospects, it can be difficult to hit sales targets every single month. Why is it that resellers fall short of their goals some months?
On closer evaluation, you will find that this lack of goal-hitting is usually due to weak goal setting in the first place. Setting strong and effective goals is the basis for a reseller’s sales strategy. With the right goals, finding the best leads and following through on sales is nearly impossible.
Here are some effective tips that VARs can follow to set the right goals and achieve their sales targets:
- First Things First, Set a Goal
Every sales person sets goals, but there is a difference between goals and the right goals. It is important to ask if your goals are “SMART” – Specific, Measurable, Attainable, Relevant, and Timely. If they do not meet every one of those characteristics, then a goal-setting exercise is imperative and the first step towards hitting sales targets. A goal needs to have a clear direction and be able to be measured for effectiveness. Goals also need to be realistically attainable and have a timeline.
- List Out Your Prospects
On average, sales reps make 52 calls every day and it takes 8 follow-up calls to reach a prospect, with 50% of their time being wasted on unproductive prospecting. You can waste a lot of time prospecting and lose out on prime sales productivity. That is why it is important to figure out your buyer profiles and know who to target and how your POS products can help them. Beyond that, having a list of all sources such as social media, customer referrals, websites, or emails, so you know where your prospects are coming from.
- Communicate with Prospects to Gauge Conversion Possibility
Setting up meetings with prospects that were never going to purchase or even potentially purchase in the first place can be exhausting and a waste of time. You can cut back on useless meetings with uninterested prospects by researching their needs. Ask yourself, “do I have the right POS system for their needs?” or “are my POS systems in their price range/ budget?” Also, ask the right questions to find out their interest in the initial calls with them. This will give you the kind of insight you need to know whether or not there is a possibility to convert them into a serious prospect.
- Regularly Communicate with Your Existing Customer
Successful sales approaches are all about building strong relationships. Just because you have made the deal with a merchant doesn’t mean that is where your relationship ends. Keep in touch with them regularly through thank you calls, feedback emails, or even just sending them updates. This will ensure that your partnership with them stays at the forefront of their mind. More than likely, they will stay a repeat customer or provide referrals.
- Don’t Be Shy, Ask for Referrals
Do not hesitate to ask your customers for referrals. If you have maintained a strong relationship with your merchants, there is no issue at all in asking for referrals. This can be done through email or in-person visits. Having a business card on hand to give to your clients right after you close the deal with them will help keep your contact info on hand for them if they need it. Small business owners tend to have other small business owners as friends.
- Review Sales Goals Weekly
Goal-setting should be a continuous exercise, one that requires tweaks and revisions depending on the week. Sales goal review sessions give you a progress report – it will show you where you stand and what actions you need to take to move closer to your sales goals. It also helps with facing challenges that may arise weekly.
- Improve Your Selling Skills
Selling is and should be the bottom line of any salesman, which means there is no way that you cannot afford to master it. Some ways to improve your selling abilities are:
– Understand POS products in detail and understand customers’ needs and expectations.
– Have a firm grasp on competitor’s offerings and market dynamics.
– Keep yourself updated with the latest trends in sales practices, sales strategies, payment processing, and VAR tools.
– Work on your pitches. Make sure you have them down and that they strongly convey who you are and what you offer.
– Be confident and keep a positive attitude.
– Be a good listener and ask the right questions.
The attainment of sales targets is difficult, but not impossible. Setting strong goals and following through on those goals will lead to a successful sales approach. Once the goals are set, it is crucial that you keep the communication open with your current clients, ask for referrals, and always look for ways to brush up on your skill set and stay competitive.