Instill these three principles into your business and you can increase sales without increasing headcount.
All of Our Employees are in Sales but No One is Just an Order Taker
Every employee should know how to listen to the customer (whether internal or external) and how to uncover possible needs during their interactions. For example, if you have receptionists who answer calls from possible prospects, they can do more than just answer the phone and find out who to transfer to in your organization. They should be able to answer basic questions. Instead of just taking a phone message, they should have the skills and confidence to build rapport with the prospect, connect with them so the interaction is memorable and ask a few qualifying questions so the sales person is better prepared for the callback.
Here is another example. [Read more...]