SALES

Increase the Power of Your Sales Force: 3 Tips

The secret to increasing your sales is to win the hearts of your sales team.
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At some point every sales manager watches Alec Baldwin in the 1992 movie, Glengarry Glen Ross, and dreams of the day they can deliver that iconic speech, "As you all know first prize is a Cadillac Eldorado. Anyone wanna see second prize? Second prize is a set of steak knives. Third prize is you're fired."

While frustration may lead you to dream of a speech such as this, rarely will such an attitude lead to positive sales growth. Rather, if you really want to turbo boost your sales, you must first win the hearts and minds of your sales force. You must make sure that they believe in what they are selling.

Here's how:

1. Importance

Let them know how important their job is. They are the life blood of the company. Without them the company does not exist. Without them customers cannot buy your products.

2. Belief

They must believe in what they are selling. If your business is the sale of hip t-shirts, they must believe they are selling the hippest t-shirts. If you are selling a service, they must believe it is the best service in the industry. Sit them down and make sure they understand why customers are calling. When they believe that your goods or services offers the best solution then they will be able to sell more effectively.

3. Execute

Empowered by the knowledge of their importance emboldened by the belief that what you offer provides the solution your customers need they must allow these tenets to color everything they say to a prospective customer.

IMAGE: Getty
Last updated: May 15, 2012

MATTHEW SWYERS | Columnist | Founder, The Trademark Company

Matthew Swyers is the founder of The Trademark Company, a Web-based law firm specializing in protecting the trademark rights of small to medium-size businesses. The company is ranked No. 138 on the 2011 Inc. 500.

The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.



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