It's not a difficult question, but the answer might not be a pleasant one: Is your sales force using the modern sales techniques that your business needs to survive and prosper?
A generation or so ago, the right question might have been, "What is my sales force doing?" Today, however, you should be far more concerned with what they aren't doing.
Is your sales staff taking full advantage of social media? What's the scope of your online presence? Are you finding yourself mentioned in blog posts and articles? How do you rank in a simple Google search? These are all questions you can answer yourself, so step back and decide if you're comfortable where you are.
If the answers to these questions indicate a less-than-stellar commitment to the most current sales techniques, you need to find a solution. Sales technology is moving quickly forward, and it's certainly willing to leave anybody behind who doesn't feel inclined to keep up. If you don't take it seriously, your clients may take their business to somebody who does.
Re-educating one's staff is never an easy ride, and when it comes to the evolving field of sales technology, it's possible that it's already moved too far out of your team's comfort zone. They may end up feeling defeated when faced with the realities of all the opportunities they aren't taking.
Fortunately, however, there are other options. If your staff isn't up to the task of helping your company move forward, it may be time to consider hiring a sales advisory firm to assist with some of your sales efforts.
When you partner with a sales advisory firm, you gain access to experts who are equipped with extensive knowledge in the current sales technologies that your company needs to prosper. An sales advisory firm can help you in numerous other ways, like:
• Planning for and implementing a new product launch
• Identifying new markets
• Turning leads into customers
Keeping up with the latest sales techniques may not be something that you have the time or the inclination to do. But you have to assume that your competitors do. Working with a sales advisory firm may well be your way to move your company forward. Contact us and we can help you plan your sales strategy.
Editor's Note: This post was originally published in July 2011 and has been updated for accuracy and relevancy.